Our Digital Primer Enables Scalable Pre-Training for Challenger Sales Rollout

Our client is a global technology company that sought to introduce the Challenger Sales methodology via instructor-led training.

The Ask

With limited time allocated to the ILT, the learning team needed a way to build foundational understanding beforehand—without pushing the ILT dates. The need was to roll out a pre-ILT digital primer within a tight timeframe, make challenger concepts easy to grasp for a broad sales audience while also ensuring consistency in tone and design with ILT materials already in development.

ILT was already scheduled by the time the digital need was identified. Core concepts were strategic and nuanced—difficult to teach in a short standalone session. The digital piece had to drive clarity without role-specific customization or detailed coaching. NLL Academy delivered 30 minutes of digital assets in a staggered manner and made a big impact.”

Our Solutions

  • Built a focused, self-paced learning path to introduce core Challenger concepts ahead of the ILT
  • Used microlearning and scenario-based activities to simplify and apply key ideas
  • Structured content in an interactive menu for flexible exploration
  • Prioritized a clear, conversational tone to make complex ideas accessible
  • Reinforced learning through a concept primer, scenario quiz, checklist, and FAQ

Impact

87%

87% of targeted learners completed the module before the ILT in spite of just a 2- week gap

Facilitators reported fewer concept clarifications and stronger learner participation during sessions

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