Unlocking Value with Pricing & Packaging
An e-learning course designed to teach sales teams how to identify client needs effectively and match them with the right Wrike package and pricing, using real-world scenarios.
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Target Audience
Sales individual contributors (ICs) within the Wrike Sales organization.
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Learning Objectives
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Identify benefits of correct pricing and packaging for both clients and the business.
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Recognize the impact of mismatches in pricing and packaging.
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Apply best practices to solve various pricing and packaging scenarios.
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Analysis Phase
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Need/Problem Addressed: Address the evolving nature of Wrike's pricing and packaging and familiarize the sales team with each package segmentation.
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Needs Assessment: Review of training requests from sales managers and contributors, focusing on frequency, business impact, and solution effort.
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Learner Analysis: Adult learners in Sales, balancing training with primary sales responsibilities, requiring relevant and applicable information.
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Context for Learning Solution: Training aimed at improving real-world sales conversations and package recommendation skills.
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Design Phase
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Instructional Strategy: Scenario-based learning with branching conversations for each package comparison.
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Content Outline: Introduction and objectives, fundamentals of pricing, the importance of correct pricing, scenarios: Premium vs. Trial, Team vs. Business, Enterprise vs. Pinnacle, Course assessment, and additional resources.
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Assessment Strategy: Multiple-choice quiz based on course scenarios and best practices.
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Development Phase
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Learning Materials: An interactive e-learning module.
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Technology Used: Developed using Storyline Articulate 360, hosted on Brainshark/Docebo LMS for Wrike Discover learning channel.
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Implementation Phase
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Delivery Method: Used as onboarding material for new sales hires and recommended for all sales representatives.
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Engagement Strategies: Communications plan and organizational push for course completion across the sales department
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Evaluation and Outcomes
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Feedback: Positive reception for its practical application in distinguishing customer needs and appropriate Wrike packages.
Impact: Enhanced awareness and reinforcement of resources for sales discussions, leading to more confident package recommendations.
Reflections: Future iterations could include a non-linear, good/better/best scenario structure for more dynamic learning experiences.
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