TransWestern Publishing is the nation’s leading independent telephone directory publisher, linking buyers with sellers through more than 330 directories nationwide.
TransWestern Publishing hired more than 3,000 new Account Executives in a year. Sixteen percent of the new hires left during the Initial Sales Training and more than half left the company within the first year. To address this excessive turnover, TransWestern Publishing wanted to convert an 8-hour instructor-led course called Paperwork 101 to Web-based Training.
Preparing accurate paperwork is an essential part of an Account Executive’s job. The challenge was to convey to the newly hired Account Executives the tremendous amount of detailed information they needed to be successful in their jobs with TransWestern Publishing.
TransWestern Publishing Web-based Training
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The Learning & Performance Solutions Group (LPS) created an interactive graphic-intensive course for the online version of Paperwork 101. The course provides detailed instruction on Account Executives' responsibilities and guides them through procedures, proper techniques for communicating within the organization, the products they will be selling, how to complete all required forms, and how to use reference materials.
Examples of every type of White and Yellow Page ad were included, along with detailed specifications and visual cues. A rollover strategy was designed to display all the ad sizes and other pertinent variables Ad Executives needed to learn. Scenarios, memory checks, and exercises allowed learners to test their knowledge as they progressed through the course.
