Preparing Sales Teams for a Successful Product Launch

The Challenge

When launching new vehicle models globally, it is crucial that sales staff are well-trained. They must not only understand the unique features of the vehicle but also be able to communicate these effectively to potential customers. Automotive brands require a structured and scalable training program that ensures consistent knowledge transfer across all markets.

Our Approach

Innovam develops international blended learning programs tailored to sales teams worldwide. Each program consists of three key elements:

1. Comprehensive training concept – A structured learning path combining theory and practice.
2. Participant materials & Trainer Guide – Supporting documents that ensure consistent messaging.
3. Train-The-Trainer (TTT) model – Knowledge transfer to local trainers who implement the program in their markets.

The learning objectives focus on:

• Understanding vehicle-specific USPs using the Feature-Function-Benefit (FFB) approach.
• Comparing the product with competitors through static and dynamic product comparisons.
• Exploring accessories and personalization options.
• Mastering an effective product presentation, aligned with brand standards.
  
  

Blended Learning Method

Innovam follows a blended learning approach, combining various training formats for maximum engagement. The training journey typically starts with an e-learning module covering theoretical knowledge, followed by an interactive in-person event. This session includes:

• Workshops and test drives, emphasizing hands-on experience and discovery.
• Augmented and Virtual Reality tools, webinars, videos, and gamification to reinforce learning.
• Practical assignments and team activities to ensure engagement and retention.
• Ongoing knowledge quizzes to verify learning progress.
  
  

All training materials are developed in English and can be translated into multiple languages. The Train-The-Trainer (TTT) model ensures local trainers can effectively deliver the program, maintaining consistency across different markets. Innovam also offers in-house trainers or works with local business partners when needed.

The Impact

Innovam’s blended learning approach ensures that sales teams not only acquire knowledge but also develop the skills to apply it effectively. The longer learning cycle and repeated reinforcement lead to sustained improvements in sales performance. By focusing on personal experience and interaction, sales staff gain confidence in presenting and selling the product.

By centralizing training material development and utilizing a Train-The-Trainer strategy, brands can guarantee a consistent customer experience and a uniform product presentation across all markets. This structured approach strengthens brand positioning and enhances the effectiveness of global product launches.