From ILT to Ecosystem: Modernizing Global Sales Training for Continuous Performance
Industry: Consulting
Services: Project Management
Company region: Global
Background
A Global Organization Consulting firm needed to modernize and re-engineer its core SSwP Instructor-led Training Program for sales leaders. While the existing training was foundational, the format—a traditional, single-modality ILT—was no longer sufficient for the rapid, on-demand learning needs of a modern, global sales force. The client recognized the need to shift from a rigid, event-based training model to a flexible, scalable, and multimodal learning and performance support ecosystem that could continuously upskill their sales leaders.
Key Challenges
- Outdated Modality: The reliance on a traditional Instructor-Led Training (ILT) format created scalability issues and failed to meet the modern demand for “learning in the flow of work.”
- Gap in Application: The program lacked sufficient content types dedicated to skill practice (anchoring) and on-the-job application (pulling), essential for long-term skill fluency and retention.
- Need for a Unified Strategy: Global Organization Consulting firm required a proven, research-backed blueprint to guide the redesign and ensure all new assets aligned with specific learning intents (to learn, practice, or apply).
- Project Governance and Risk: Managing the rapid development of 40+ multimodal assets required a tight, predictable project management framework to ensure timely delivery and controlled scope.
Solution Provided by Ingenuiti
Ingenuiti was engaged to develop multimodal learning assets and architect a comprehensive performance support ecosystem using their proprietary, Brandon Hall Award-winning methodology: The Push-Anchor-Pull™ Approach.
Beyond the content strategy, Ingenuiti implemented a strict, transparent project management structure to ensure efficiency:
- Gated Approvals: The project utilized a straightforward gating process, requiring formal email sign-off before advancing from one phase (e.g., Analysis to Storyboarding, or Storyboard to Alpha Production). This minimized scope creep and locked in decisions incrementally.
- Streamlined Review Cycle: Ingenuiti moved directly from approved storyboards into Alpha production, maximizing momentum. Subsequent reviews (Alpha and Beta) were focused and purpose-driven, confirming only the proper implementation of the storyboard and previous changes, respectively.
- Single Point of Accountability: Ingenuiti established a clear communication protocol, working directly with a single primary contact at Korn Ferry, streamlining feedback and decision-making to maintain project velocity.
Ingenuiti’s solution also focused on developing discrete, suitable Shareable Content Objects (SCOs) across three strategic intents:
Intent
Purpose (Aligned with Bloom's Taxonomy)
Key Deliverables (Examples)
Push (To Learn)
Anchor (To Practice)
Practice new skills in a safe environment (Apply, Analyze)
Pull (To Apply)
By meticulously mapping the client’s learning objectives to the Push-Anchor-Pull framework, Ingenuiti ensured that the redesigned program provided a holistic learning journey, moving beyond simple knowledge acquisition to measurable skill transfer and sustained performance support.
Results: How Ingenuiti Positively Impacted the Business
The partnership with Ingenuiti resulted in the development of a resilient, future-proof learning ecosystem that delivered several critical business benefits:
- Accelerated Time-to-Market: The structured, gated project management process—including the move straight into Alpha production after storyboard approval—mitigated delays and ensured the project stayed on track for an early 2022 delivery goal, contingent on SME availability.
- Enhanced Scalability and Reach: By developing a robust library of digital assets (40-43 total SCOs, depending on the recommendation), Global Organization Consulting firm could efficiently deliver training globally, reducing reliance on physical, resource-intensive ILT sessions.
- Improved Skill Fluency and Retention: The integration of “Anchor” content (branching scenarios and micro-games) provided sales leaders with essential practice opportunities, turning theoretical knowledge into embedded capabilities.
- Performance Support in the Flow of Work: The “Pull” assets (Interactive Templates and Checklists) provided sales leaders with point-of-need resources to apply concepts precisely when they are engaging with clients or facing a specific challenge, directly improving workflow accuracy and performance.
- Strategic Alignment: The use of the Push-Anchor-Pull™ methodology provided a common language and strategic blueprint, ensuring every asset was purpose-built to address a specific moment of need (New, More, Apply, Change, Solve), thereby maximizing the return on investment in the content development.
Conclusion: Achieve Targeted Brand Consistency with Ingenuiti
In today’s fast-paced environment, sales performance demands more than an annual training event; it requires a continuous performance support ecosystem. Ingenuiti’s partnership with Korn Ferry Global Organization Consulting firm demonstrates the successful transformation of a legacy training program into a dynamic, multimodal learning environment tailored for the modern sales leader. This success was equally dependent on the strategic content design and the rigorous project governance put in place.
If your organization is struggling to move beyond outdated training formats or if the coordination of complex learning projects is causing delays, partnering with Ingenuiti can help you achieve similar results. By leveraging our Push-Anchor-Pull™ approach and disciplined, gated development process, we can help you architect a comprehensive learning ecosystem that drives measurable improvements while ensuring your project is delivered efficiently and on time. Contact us today to explore how a strategically designed, multimodal content strategy can drive measurable improvements in your business outcomes.