Portfolio Project: B2B Sales Training

Mastering the Art of B2B Referrals

About This Project

This conceptual project is a recreation of the first course I ever developed as a training specialist for the sales department of a local finance company in 2022. The original course was information-heavy and lacked failed to apply some instructional design best practices.

I decided to recreate an unofficial update to this course with the same purpose - train B2B salespeople to increase the amount of referral files they generate on a monthly basis. Using the instructional design techniques I have learned since I originally made the original program in 2022, I reimagined this course from a constructivist standpoint - encouraging the learner to form their own experience and sales competency as they complete the program. Coupled with a heightened design, the new version of this course aspires to not only train the learner, but to motivate and encourage them to perform at the height of their ability.

Project Details

Client: Conceptual project

Project Type: Self-study eLearning

Date: January 2025

Audience: Entry/mid-level account executives who perform outbound calling to US-based small-to-medium businesses.

Tools: Articulate Storyline

Learning Theory: Constructivism

Process Materials: Needs Assessment, Action Map, Course Outline, Storyboard, Evaluation Document

Responsibilities: Instructional Design, eLearning Development

Objective: Create an elearning course that teaches best practices for generating referral business for a B2B SAAS company

The Problem to Solve: Account executives are performing below expected metrics in terms of generating referral files. This is resulting in a loss of revenue for the business and lower commissions for the account executives