Elsevier Sales Training
When the Marketing Department of Elsevier Health Sciences decided to transition from biannual training conferences for its sales reps toward a more flexible hybrid model adding online training into the mix, they partnered with Monarch to develop the strategy and curriculum for their new trainings.
Taking a “flipped classroom” approach, our instructional design team worked with subject matter experts to author interactive modules modeling sales messaging that enabled sales reps to master information about new products. We also developed mobile-friendly fact sheets to serve as job aids to be used in the field. The new system also enables sales managers to track sales rep activity and success online.
Once launched, the new system saved the company thousands of dollars on travel costs. The new approach was well received by reps, who appreciated the flexibility of asynchronous distance learning. Management appreciated that the training was flexible and repeatable.