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Hi Allison,

I love your offer to help and appreciate it very much.

I am currently stuck on a project, where I need to design a sales process training – one that works for existing and for newly onboarded workforce. I want to mention the audience because the existing sales force is supposedly trained on the various sales/questioning techniques the process is based on, however they never had to follow a sales process before. It is a change for them to do business this way.

I attach a very high-level process flow. The steps per phase are more detailed than shown here - I did a task analysis, and I am aware of where the gaps in action and knowledge are.

Creating a full blown branching scenario is out of option – I do not have enough SME support, even though I believe for existing salesforce branching scenarios may be best to challenge perceptions. On the other hand, if it’s a full blown scenario I do not believe it can be used for new hires as they are not yet introduced or knowledgeable about the different sales techniques they want them to use.

 My idea then is to breakdown the process, create micro-training for all 7 phases (where skill use is involved, use shorter scenarios) – I am afraid though that they will look at the parts, but would not understand the process as a whole.

If you have any suggestions, ideas I would love to hear – may the solution is so easy and right in front of my eyes, but I cannot see it.