I built this course for sales development reps in their first weeks at FinTechCard, a fintech that sells company cards to small businesses in the UK and the EU.
Each module takes about ten minutes and is packaged as SCORM 1.2 for any LMS. Here every module opens straight in the browser.
Lukas, who owns four restaurants in Munich, asks what happens to his money if FinTechCard goes under. You answer from the job aid pinned in Slack, or book the compliance team when his question goes past it.
It is the quickest way to see what every module does. You read two recorded calls in Gong, choose a reply with the job aid open, answer three questions on your own and then get a review from your manager that quotes your choices.
The desktop copies the seven apps a rep works in, among them Outreach, Gong, Salesforce and Slack, and each module opens only the apps its task needs.
You read Emma's company filing in LinkedIn and Companies House, write one question built on it and call her, while the phone dialler times how long you stay quiet afterwards.
Lukas tells you on the phone that he doesn't trust new fintechs, and you repeat his objection in his own words and wait for his answer before you ask an open question.
With Calendar open in a second window, you call Emma from Outreach, offer her two times and send the invite while she is still on the line.
You score three leads in Outreach on five criteria against a scale with an example for every score, and two of the three only look like a good fit.
You match each buyer's pain to one of FinTechCard's four products and then ask Tom's finance lead about her own numbers before you name any of them.
You answer buyers' questions about KYC, AML, SCA, PSD2, GDPR and safeguarding from the job aid as written, and book the compliance team when a question goes further.
Every task in the course is done inside one of the apps. The panel on the right describes the step but never holds the exercise, and the rep practises on the same screens they will use at work.
In module 3 the Dial buttons in Outreach stay off until Calendar is open in a second window. Each press of a locked Dial button is counted, and the manager's review mentions it even when the meeting gets booked.
In module 1 the phone dialler times the silence after the rep's question, and the buyer only names her problem once five seconds have passed. In module 2 it times the pause after the repeated objection, which has to last three seconds. If the rep breaks the silence too early, Emma never names her problem, and Lukas only says “Everyone says that.”
The manager's message at the end of each module is put together from what the learner did. It says whether each choice was right on the first try. In module 1 it gives the length of the silence, and in module 2 it quotes the buyer's words the rep reused. In module 3 it checks that the invite and the Salesforce next step went out during the call.
Each module moves from watching to doing in three steps. The rep first finds the move in a recorded call in Gong, then picks the right version of it for a second buyer from a few options, and finally makes the whole move alone.
While the rep types a question or a paraphrase, a checklist under the field ticks off what it already does. In module 4 every score on the scale comes with an example, and a lead counts as scored correctly when the decision matches the pod lead's and the total is within two points of his.
All five buyers and the recorded calls live in two shared files. A company, a number or a call means the same thing in every module, and Emma tells the same story in module 1 as she does in module 3.
Each module reports the quiz score to the LMS through SCORM 1.2 and counts as passed at 80%, the mastery score set in its manifest. A quiz has three or four questions, so the rep passes only with every answer right. Progress is saved as a compact event log that stays under the 4,096 characters SCORM 1.2 allows for it.