Sharing What Works

March 22 – 24, 2017 Orlando, FL

Register Now Includes:

EME204 Sales Event Planning and Execution: Choose Your Own Adventure in Training

1:00 PM - 1:45 PM Thursday, March 23

Expo Hall: Emerging Tech Stage

The ability to plan and execute successful events, promotions, and incentives is a key skill for any sales professional. But, what if your salespeople are dispersed? How can they get the support they need when they need it? How do they know if they’re making the right decisions? And, most importantly, how can an organization ensure that these sales events are worth the investment in the first place?

In this session, you’ll dive into details of a learning solution created for just this type of audience—Xfinity indirect account executives who primarily supported external retail partners. You’ll learn how the L&D team worked to solve this issue with thoughtful training and performance support. You’ll look at how they began assessing the situation with a targeted survey, walk through their design process, and see their final output: content that included engaging live-action video, an interactive training guide with embedded support tools, and an online game that measured whether the audience was ready to begin planning and executing their own events. Through exploring the process used to design this content, you’ll gain ideas and approaches for creating your own blended learning solutions.

In this session, you will learn:

  • How to position a survey and ask the right questions for maximum results and input
  • How to approach designing a self-paced learning solution to support a dispersed audience
  • Options for using interactive PDFs to serve as both the foundation for training and on-the-job performance support
  • Tips for planning and executing learning media, such as live-action video with actual employees and online “choose your own adventure” games with customized video feedback
  • How this learning solution drove sales results, increased leader buy-in, and fostered audience engagement

Novice to intermediate designers, managers, directors, and senior leaders (VP, CLO, executive, etc.).

Technology discussed in this session:
SurveyMonkey, Adobe AfterEffects, Adobe InDesign, and Articulate Storyline 2.

Britney Cole

Director of Learning Experience & Innovation

GP Strategies

Britney Cole is the director of learning experience and innovation at GP Strategies. A learning leader with experience in organization development, human performance, and corporate learning, Britney has managed virtual teams for more than a decade. Britney leads design thinking experiences and recommends outcome-focused solutions using emerging learning technologies for clients in a variety of industries. She helps her clients with learning design and architecture, content development, leadership and professional development, performance consulting, technology implementation, and change management. She is currently helping pioneer new experiential learning methods, including 360 video and defining a learning 3.0 taxonomy.

Sara Berry

Program Manager, Retail/Indirect


Sara Berry, a program manager for learning and development at Comcast, designs dynamic training material for Xfinity sales reps, ranging from interactive PDFs to live virtual training sessions. Prior to Comcast, she designed and developed engaging training and marketing material for AT&T sales reps. Sara started her career as a trainer with the Nielsen Company, where she onboarded new employees for its TV ratings. Sara is passionate about condensing complex content into simple yet impactful information. She’s fascinated with branding and logos and is also a graphic designer.

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