The Challenge

A B2B technology company’s sales onboarding was a two-week boot camp — dense, front-loaded, and largely forgotten by the time reps hit the floor. Average time-to-first-deal for new reps was longer than leadership wanted. The existing training was also entirely desktop-based, despite sales reps spending the majority of their working hours on mobile devices in the field.

My Approach

The redesign was built around two principles: spacing and application. The 12-module series was delivered over 90 days — timed to align with each stage of a new rep’s ramping experience:

• Weeks 1–2: Product fundamentals, ICP, and value proposition (Modules 1–3)
• Weeks 3–4: Discovery and qualification skills (Modules 4–5)
• Weeks 5–6: Demo delivery and objection handling (Modules 6–8)
• Weeks 7–12: Negotiation, closing, and pipeline management (Modules 9–12)

Every module was built mobile-first in Articulate Rise, with scenario-based practice simulations in Storyline embedded via LTI. Spaced repetition was implemented via brief retrieval practice activities at the start of each new module — pulling forward key concepts from prior modules. A leaderboard and completion badge system had a measurable impact on voluntary re-engagement with optional practice scenarios.

Outcomes

Average time-to-first-deal dropped meaningfully — a clear reduction. Manager-reported coaching time on foundational knowledge dropped noticeably. Voluntary module completion ran well above target.