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Case Study

Nalco, an Ecolab Company

Engaged learning, sales team empowerment
Nalco, an Ecolab Company

Storytelling delivers complex concepts to a global sales force

The Challenge

  • Prepare the global sales team to prospect for, sell, and support a new technology solution for reverse osmosis water treatment.
  • Teach the science of reverse osmosis, the generally preferred method for treating water for manufacturing and industrial uses.
  • Introduce and teach the technology of the new product and the underlying value proposition.
  • Incorporate a new consultative approach to selling and new sales automation processes into the training.
  • Deliver the full multi-module courseware for global distribution in 90 days, in advance of the product launch.
The Challenge

The Interakt Solution

A contextually relevant story line

A contextually relevant story line

Interakt starts every engaged learning program with a contextually relevant story. For this training about reverse osmosis water treatment technology, Interakt personified the primary elements, creating Flo, the embodiment of water, and Oz, representing reverse osmosis. Their ongoing dialog created meaningful connections between learning segments.

A look behind the scenes

To ensure they integrated the complex scientific and technical content logically and accurately into the story line, Interakt's content development staff and creative team collaborated closely with Nalco subject matter experts to develop complete scripts and detailed storyboards to plot the entire learning program in advance of casting and video recording.

A look behind the scenes
Creative design to enhance meaning

Creative design to enhance meaning

Interakt's creative design team made sure that every visual detail supported the content and messaging. For example, the navigation elements that help guide participants through the course were "constructed" from an image of a reverse osmosis membrane, key to the technology concepts the program teaches.

Comprehensive coverage of the subject matter

To succeed in selling the new product, sales team members had to first gain a working knowledge of the science of reverse osmosis and the Nalco product. They also had to master the value proposition and how to use a new consultative sales approach. To test mastery of the concepts, the assessment took the form of a business school-style case that required higher level thinking and problem-solving skills.

Comprehensive coverage of the subject matter

The Results

  • The four-module, two-hour program was developed from concept to finished product on a highly accelerated three-month schedule.
  • Early proof of concept helped ensure participants' acceptance of the engaged learning approach.
  • Enthusiastic feedback from the initial pilot phases prompted early rollout to the global sales team and translation into multiple languages.
  • Sales team performance during the product launch exceeded expectations.

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