CibaVision, the lens care company, wanted less talking heads and more conversations around their new product during their launch convention. This meant the sales team needed to know the basics before they came to the conference. This would allow more face time to actually discuss concepts and implementation at the National Sales Meeting, as opposed to spending the time teaching facts & materials.
A Flip Learning customization. CibaVision created a proprietary in-house computer training module that their sales team was required to complete and know prior to the National Sales Meeting. Then at the meeting, Play with a Purpose created A Play to Win game! The sales reps rotated to four different labs that corresponded to the training material. For the first half of the lab, we created games that allowed them to display their knowledge. From a match game to earning ingredients to blend smoothies, from a Jeopardy style game show to Executive Squares, the reps put their knowledge to the test to win prizes. The second half of each lab was devoted to discussion and valuable sharing of holes in knowledge and strategy, as opposed to simply spouting product attributes. It resulted in the CibaVision marketing teams completely revamping part of their go-to-market strategy. If the information download had taken the entire meeting, they never would have uncovered the flaw. The strategic conversations with an already data-informed team proved critical.