Avaya trains sales reps virtually – Hypergrid Business
The flight simulator celebrated its 100s anniversary a couple of years ago. A training rig was developed in 1909 to help pilots operate the control wheels of the early monoplanes in a safe environment and its predecessors have been a mainstay of pilot training ever since. Translating this concept to a “social simulator” to help practice interpersonal skills like “executive selling” has proven harder.
While we wouldn’t fly with a pilot that learned about flying from a PowerPoint presentation and answered multiple choice questions, most sales organizations are content with this industrial model of training. Sales reps don’t routinely practice and fail in a safe simulation environment the way pilots do.
Avaya’s sales organization is determined to change that.
Working in partnership with its global sales organization and Visualize Inc., we created a “Virtual Rehearsal Studio” in its own web.alive environment.
“The purpose with our session in web.alive was to run a collaborative learning and rehearsal session without the travel costs and time of class room training,” said Rhonda Duesterberg, Avaya’s senior manager for global sales learning and development.
Sales representatives practice preparing for a customer visit and role-playing customer conversations in the 3D immersive environment.
(IBM’s Virtual Center runs on the web.alive platform, and is open for social business collaborations, meetings, events and other applications.)