Kinetic Concepts, Inc. Online Virtual Training – 2012
KCI sales associates are motivated to learn and sell with virtual training courses online.
Well-trained sales professionals can only add to a company’s success. How these sales associates gain product knowledge is a key factor in how well-trained they become. Therefore, the challenge lies in training a sales team using a unique and engaging tool that will not only increase sales associates’ competence in the product, but ultimately increase sales. In early 2012, this was the goal for Kinetic Concepts, Inc. (KCI), a leader in wound care product manufacturing. With this goal in mind, DDA Medical set out to design and develop a web-based eLearning platform for over 1,000 KCI sales associates to utilize in learning about and growing the business.
The proposed eLearning platform would be more involved than a standard question and answer format. The system needed to take district location and sales associate specialty into consideration in order to auto-generate a unique curriculum just for them. In addition, the learning platform needed a powerful administration area to allow KCI to manage access to the tool, populate related quizzes, track platform usage, and extract various reports. Above all, the tool would not be effective unless the end-user experience encouraged use of the tool. Therefore, this eLearning platform was designed with seamless intuitive navigation and interactive features that inspired participation and motivation.
In keeping with KCI’s established brand identity, DDA Medical designed the eLearning tool’s web environment to be attractive and appropriate for a targeted audience of medical sales professionals. Once a user registered and gained access to the platform, they were able to browse a library of multimedia eLearning materials. Through expert eLearning programming by DDA, each user's curriculum was dynamically generated based on what that individual indicated as their district, region, and area of focus. The interactive quizzes were also custom-programmed, and while it tested trainee knowledge and reported on comprehension of the material, a live leader board posted user results, encouraging trainee participation and competition. Through the administrative section of the tool, KCI was able to send email blasts to registered users, grant and suspend user access, add and edit quiz questions, and conduct detailed reporting, including date of last log in and completed test scores.
The innovative design and programming of this virtual training environment engaged an audience of over 1,000 KCI healthcare sales professionals and added motivation and inspiration to the learning process.