Integrated sales capability program, using Yarno, delivered +406% ROI for an ASX-listed financial services organisation
Yarno’s microlearning embedding component was integral to the success of this program, and helped deliver a +406% ROI.
Who they are
An ASX-listed financial services business needed to deliver a three-phase capability uplift program to its sales teams spread across APAC, North America and EMEA. The program consisted of three parts. Firstly, it delivered structured sales methodology training in person to sales teams globally. This was followed by 12 x Yarno embed microlearning campaigns to reinforce and embed this sales methodology across three cohorts. The third part of the program was the creation of a Sales Academy, designed to build on the methodology foundations across global sales teams.
Features used:
Embed campaignsThe Challenges
Embed and reinforce sales methodology training
The business had designed a structured sales methodology for every sales team, to be delivered in-person, globally. It created a solid knowledge foundation, however, the business needed an innovative solution to refresh and embed the content, keeping it front of mind long after the initial training session ended.
A distributed, always-on sales team
With sales reps spread across APAC, North America and EMEA, "getting everyone in a room" regularly was a logistical challenge and a cost. The business needed a solution that worked for a large, distributed team on their own time, in their own region.
How Yarno addressed these challenges
Yarno worked with the business to deliver the microlearning embedding component of the program. We ran 12 learning campaigns, segmenting learners into three cohorts, so content could be tailored to where each group sat in their sales training journey. Each campaign reinforced the new sales training methodology in short, bite-sized quizzes, using spaced repetition to embed the knowledge over time. The campaign took a scaffolding approach and became more comprehensive, with a one-pager follow-up after each stage to help reinforce the topic areas with the lowest performance. Yarno used gamification elements such as leaderboards, badges and points to drive competition amongst the sales teams. Custom content was created using GIFs and memes to help make the learning fun and drive engagement. Yarno then helped embed the knowledge, amplifying the impact of the program's final part, the Sales Academy.
Key results
combined ROI
revenue uplift
participation rate
uplift in correct answers between first and second attempts
average campaign feedback rating
Get started today
Book a demoOngoing Yarno usage
The plan is to continue to run Yarno campaigns to reinforce the sales methodology as part of the Integrated sales capability program.
Explore more case studies
We’d love to chat about how Yarno can benefit your business
Mark, our Head of Sales, will organise a no-obligation call with you to understand your business and any training challenges you’re facing. Too easy.
Awards
Best use of gamification for learning
Best use of technology for learning
L&D provider of the year
Best use of technology for learning
Best use of gamification for learning