4Front

Setting up sustainable skilling processes in identified areas that impact business. The design of the online and offline capsules is to ensure and enhance productivity and can be customized to the needs of the organization. Leveraging technology, the Product knowledge and Selling Skills programs offer standard templates wherein the organizational illustrations can be readily updated, and the progress monitored. The Behavioral workshops supplement these programs to strengthen lead compentencies of the sales force.
Skilling frontline sales is undoubtedly a critical agenda of organizations; but often the implementation challenges in skilling a dispersed and highly mobile workforce affect the training effectiveness. To drive effectiveness, the impact areas that need to be focused on are:

Focus #1: Standardized and structured content capsules and delivery mechanisms, so that there is uniformity and alignment. If the messaging to a changing & dispersed workforce is common, the impact of the deliveries will have a compounded effect. Standardization of the last mile efforts will make the organizational endeavors more visible in the market place. It will also raise the delivery standards over time.
Focus #2 : Real time information on a “need to know” basis. Time is an important vector for both the sales force, who need convenient and relevant bite size learning nuggets; as well as the organization- which wants to reach the market with the information in the least time. Delayed communication leads to delayed implementation, therefore impacting the competitiveness and the business results of the organization.

Learning Technologies provide a necessary solution to the implementation challenges. 4Front leverages mobility solutions and learning technologies to package the two most critical aspects of frontline training- Product Knowledge and Selling Skills; ensuring both standardization and real time updates and interactions. The behavioral workshops focus on building the key frontline competencies – communication, leadership , innovation and alignment.

Product Knowledge : ProdActive

Product Training Catalog, a mobile app, that combines the benefits of a sell in aid with that of Product Training. A ready reckoner for Sales personnel during their market visit; that can be readily integrated with the Sales System of the organization. Product specific learning nuggets are available to train the sales personnel; and their knowledge and skill can be tested from time to time with the Quizapp. Usage of ProdActive aims to monitor and enhance sales force productivity ( effective callage) over a period of time.

Product Story

A Do-it –Yourself Product presenter that can be readily uploaded by the brand/ sales team, to present the key features/ benefits of the product. Product demos / presentations can be uploaded in the templatised format. Easily updates new product launch plans and product promotion/ activation stories.

Quizapp

Maintains an inventory of Product- specific questions, that can be formatted as a multiple choice quiz at desired periodicity. Individual scores and peer group rankings are shared in the dashboard, to motivate learning and usage.

Learning Nuggets

Bite sized product-training capsules; which can be with visual graphics or multimedia and can be uploaded in different languages. Standard learning templates are designed to enable accelerated learning of the sales force by fostering learning engagement and peer interactions.

Selling Skills : SellActive

The steps of a Sales call are standardized and structured in an interactive Selling Skills mobile app- SellActive. The tool contains the generic selling skills content , and can be customized as per the needs of the organization to incorporate selling scenarios and illustrations. The program algorithm allows one to spot gaps in market working by the sales team and provide individual feedback on areas of improvement through the Productivity Training and Coaching tool.
Usage of SellActive enables the organization to classify their Sales Talent quality and over a period of time improve the Talent quality, through a process of productivity monitoring and training.

Productivity Training

To assess and measure work processes of the sales force in the market by the supervisor; and arrive on areas to be prioritized for improving productivity. It also enables classification of the talent based on their learning assessment and their productivity outcomes.

Coaching Culture

Standardized coaching templates for supervisors to provide feedback to individuals on their areas of develop and motivate the field on their day to day accomplishments.

Sales Scenario Simulations

Bite sized learning nuggets of the Sales call process and the important selling principles; that can be customized to the needs of the industry/ organization and is a ready reckoner for the sales team whilst working the market.

Behavioural Workshops : BeActive

Collaboration with Behavioural Training experts to provide customized learning solutions for the frontline workforce. 2-4 day workshops that are interactive and leverage feedback tools for individual development.

Communication & Alignment

A key competency for the frontline workforce, the workshop leverages blended learning methodologies and expertise, like theatre and art – as a delivery mechanism for individual and team expressions to manage team and trade interactions.

Leadership & Alignment

To manage large, dispersed sales teams that are constantly changing, the workshop leverages psychometric tools to provide 360degree feedback, to encourage self-reflection and development.

Innovation & Self Development

Introduction on frameworks and tools that encourage deep thinking and analysis so as to provide different perspectives to everyday problems. Develops the ability and skill of “solution thinking” for frontline workforce.