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Kerry Pascall Learn by making your own decisions

You want your team to learn a new skill? It could be one of a number of skills including…

  • A new process
  • A procedure
  • A new initiative
  • A new product

…but you don’t want to force feed them the information, because this can reduce the impact of the learning. So how can you teach them something, but put them in control of the outcome?

Let’s look at an example:


You have a new product about to be launched and there is specific new messaging and a way to engage with potential customers that has been circulatedby marketing.  Whilst your 200+ sales reps have read the information, how do you know they understand it?  How do you know they will apply it effectively?   How will you know they are confident? 

You might develop an eLearning module based around the product and the company/marketing stance on what the sales reps should say and how they should say it, but we wouldn’t recommend it. Instead we would recommend using a really effective method -  what we at Bray Leino Learning call a ‘decision maze’.  

Simply, this means the learner is given a situation, task or dilemma and they are presented with options in order to move forward.   No option is incorrect, but by choosing the most efficient and productive option will result in a much more positive outcome. 

In the example of the sales rep, we would replicate real customer interactions. This ensures buy in because the learner can immediately see the relation to their role.

We then give them their task/challenge/dilemma and they must interact with the ‘customer’. By giving them control of their responses they will be led down a ‘maze’. If they don’t select the most effective option (aligned to the marketing messaging), they will find their customer reacts negatively, and it will take them longer to get the conversation back on track.

With detailed feedback along the way, the learner starts to understand very quickly the benefits of following the ‘right path’, without having an overload of information to digest.

At Bray Leino Learning, we’ve used this method with a lot of organisations - from sales processes, new product launches, customer service skills, and recruitment and selection skills to healthcare and patient best practice.  If you would like to use this method in your training but don’t know how, give us a call today. We would love to help.


Kerry Pascall, Head of Digital Learning, Bray Leino Learning

In my series of blogs you can expect some tips on implementing eLearning, what to consider when commissioning eLearning, design tips, software and authoring pro’s and con’s, and general advice on everything eLearning!

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