Clover Imaging Group, based in Dusseldorf, Germany, attributes $2 million in new sales and a 48% increase in pipeline opportunities to Rapid Learning Institute’s Selling Essentials online sales training program.
Scott Odom, VP of Strategic Accounts at Clover Imaging Group, said that a learning module in the Selling Essentials program led directly to the new sales. “Without that video, the reps would never have come up with” the strategy that led to the sales, he said.
Clover also adopted a prospecting technique detailed in another Selling Essentials module. That concept dramatically increased the yield on the company’s prospecting efforts, increasing pipeline opportunities by 48%.
In the past, Clover struggled with introducing new selling concepts in its European sales office. After instructor-led training and long-form e-learning programs failed to deliver results, Odom turned to RLI’s sales training platform, which is built around 5- to 7-minute video modules, each presenting a single concept backed up by research. “Because of the credibility of the research, [reps] actually followed the advice,” Odom said. “Eventually, because it worked so well, they started using the program on their own, without me telling them to.”
To see the full Clover Imaging Group case study, click here.
About the Rapid Learning Institute
RLI’s approach is driven by three core principles, called the “Three Pillars”: 1) Research-Based Learning. Training is most powerful when it’s grounded in verifiable research. That’s because when learners see training as credible, they’re more likely to translate the learning into on-the-job behavior; 2) Single-Concept Learning. People learn best when training is focused on a narrow concept where learning goals are clearly defined. When training is delivered in small packets, the brain can easily absorb, remember and apply what it learns. 3) Rapid Learning. Workplace training comes in short bursts – just five to seven minutes at a time. Today’s multi-tasking workforce has neither the time nor the attention span for traditional lengthy training formats.
RLI is based in Greater Philadelphia, PA.
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