Motorola Calls on E-Learning

By Cindy Waxer

When Motorola came calling for an online sales training solution, Richardson was quick to answer.

Motorola’s Commercial, Government and Industrial Solutions Sector organization has selected the Philadelphia-based consulting firm to provide comprehensive Web-based sales training.

The e-learning sales training solution will provide more than 3,000 Motorola dealer sales representatives with an on-demand, online sales training curriculum that addresses all phases of the sales cycle – from first call to closing.

Users will have real-time access to Richardson’s QuickSkills e-Learning courses that cover consultative selling, negotiating and coaching. These interactive programs allow users to face challenges, practice in real-time and receive intensive coaching and feedback. With these tools, Motorola hopes to help its dealers and their employees acquire the skills and strategies needed to lead successful dialogues, create long-term relationships and close more business.

According to Julia West, Motorola’s director of Worldwide Learning Services: “The comprehensiveness of the Richardson curriculum offers the depth, flexibility and impact we need to change behavior and strengthen business results.”

An impressive curriculum isn’t the only reason Motorola selected Richardson’s e-learning solution. Maria Storm, Motorola’s business development manager, says they decided to use the solution “because of the convenience and cost-effectiveness of offering an online solution to dealers.”

Salespeople no longer need to dedicate time and money to attend offsite training seminars. Instead they can access Richardson’s Web-based tools when and where they wish without incurring travel expenses or affecting productivity.

Storm points out that the current economy also is driving the demand for online sales training solutions. “Because of the tough economy,” she notes, “online sales training is becoming far more popular.” In fact, according to Framingham, Massachusetts-based IDC, the worldwide e-learning market will grow from $2.2 billion in 2000 to $18.5 billion by 2005.

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