Improving Sales Training with Custom Learning Modules


Strategy - Product Sales eLearning - Learning Management

Category: Sales Support


Creating Quality Training

Kennametal, a leading global supplier of tooling, engineered components and advanced materials, wanted to boost the sales of products they believed had greater potential in the marketplace. They identified the lack of quality training for salespeople as a barrier to improving results. Kennametal needed a cost-effective way to develop and distribute training so it could quickly reach salespeople in North and South America, Europe and Asia. They also wanted to track the use of the training.

Teaching the Art of Selling

While the sales force was competent in technical issues, they required training in sales promotions and presenting information to prospects. Working closely with Kennametal to gain the best results, JPL implemented sales training that demonstrated the clear advantages of Kennametal’s products and services over those of competitors. Easy to access calculators were provided for some modules, plus streamlined content that compared features, functions and benefits to the competition.

Putting the Pedal to the Metal

JPL proposed a process for rapidly developing web-based multimedia training modules that could be distributed securely online, worldwide. We used our proven tools for capturing knowledge from subject matter experts and converting it into engaging training that is efficiently learned. Our approach delivers the learning at a time and place convenient to the audience. And we helped prescribe a fast-to-deploy learning management system for tracking training compliance and comprehension.

Flexible and Empowering Programs

Our instructional design team created modules that could be used for independent study or as part of a blended learning program using instructors and classrooms. In both cases, much of the responsibility for learning is shifted to the learner, conserving teaching manpower for those content areas not amenable to distance education techniques. JPL worked with Kennametal to source the best Learning Management System for their ambitious goals and tight timeline. While LMS implementation frequently requires up to nine months, JPL had a new LMS running on Kennametal’s site within a few days. And to provide the needed training for non-English speaking audiences, JPL worked closely with another partner to translate scripts and visual elements, as well as record necessary audio tracks for eight additional languages.

More Sales, Less Time and Money

JPL helped create a standard approach to product training for Kennametal. This approach has extended the reach and reduced the time and cost of sales training. To date, we have created more than 250 modules for Kennametal’s international sales staff, giving them the product knowledge and sales expertise they need to outsell the competition.