Level two + gamification. Application quickly identifies what learners already know and focuses learning on what they don’t know in a timed, competitive environment with a national leader board.
The wide line of more than 50 products required mastering a significant volume of product knowledge. Fortunately, salespeople were often enthusiasts and already knew much about the type of product they rode (e.g. street vs. offroad; 2 wheel vs. 4 wheel, etc.). Conversely, they weren’t as familiar with other products. This made the traditional “one size fits all” new model training approach less and less effective with the expansion of the product line.
To reduce time to competence, the game first identifies and gives credit for existing knowledge and then focuses learning on knowledge gaps. To engage the competitive nature of salespeople, it included a 3 level points system and national leaderboard.
Each product area started with an overview of the customer psychographics, use of the product and signature technology and then a path of one game for each product (motorcycle or ATV).
After the first game was developed, it was continually improved upon and an XML templated approach was utilized. This allowed the CM/Honda Team to reduce the per game cost and overall development time. Based on that achievement, Honda awarded CM the contract to produce the comprehensive system.
Honda achieved 100% of their dealer required course completions with time to complete per course reduced to between 40% and 60%. In many cases, salespeople repeated courses to improve leaderboard scores, which was an unanticipated benefit.