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This eLearning module is designed for onboarding new SaaS sales representatives. Through immersive scenario-based learning, it equips learners with the essential knowledge and skills needed to excel in their role from day one.
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Target Audience: New hires in the SaaS sales team
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Responsibilities: Instructional Design, eLearning Development, Script Writing, Multimedia Design, SME Collaboration, LMS Publishing & Testing
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Tools Used: Articulate Storyline, Canva, Google Slides
Problem
Sales managers reported that new representatives struggled with handling objections, which was often cited as a leading cause of lost deals. The existing onboarding program lacked a structured, practical approach to objection handling, leaving reps underprepared for real-world customer interactions.
Solution
Partnered with SMEs to identify key gaps in the onboarding curriculum and uncover the most common objection scenarios faced by reps. Designed and developed an interactive eLearning module focused on objection handling, incorporating scenario-based practice, feedback, and guided strategies. Embedded the module directly into the onboarding program to ensure all new reps receive consistent, practical training from day one.
My Process
I collaborated closely with subject matter experts to capture the most relevant sales objections and effective handling strategies. From there, I created a storyboard that outlined the script, branching dialogue, and planned visuals to ensure alignment before development. Once approved, I built a functional prototype in Articulate Storyline to gather stakeholder feedback and refine the learner experience. After incorporating revisions, I developed the final project, integrating multimedia elements, interactive scenarios, and knowledge checks, before embedding it into the broader onboarding program.
Storyboard
The analysis and scoping conversations with SMEs identified four main types of objections, which became the foundation of the eLearning course. Drawing on Knowles’ principles of adult learning, the storyboard emphasized relevancy and real-world problem-solving by focusing on common objection scenarios that directly impact sales success. It included the full script, learner dialogue, and visual design elements, serving as a blueprint for development and aligning with the ADDIE framework by bridging the design and development phases of the project.
Prototype
After the storyboard was approved, I developed an interactive prototype in Articulate Storyline to bring the course structure and learner experience to life. The prototype included a sample objection-handling scenario, branching decision points, and preliminary visual design elements. This stage allowed stakeholders to preview the flow, interactions, and tone of the course before full development.
Full Development
Following prototype approval, I developed the full eLearning course in Articulate Storyline, integrating all objection-handling scenarios, branching dialogues, multimedia elements, and knowledge checks. The course was designed to provide learners with practical, hands-on practice. Visuals, narration, and interactive elements were carefully aligned with the storyboard to ensure consistency and engagement. This stage also included thorough testing for functionality, accessibility, and learner usability before embedding the course into the onboarding program.
Results & Takeaways
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Applied Adult Learning Principles: Designing this course reinforced how scenario-based learning helps adult learners practice real-world skills, like objection handling, in a safe and structured environment.
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Storyboarding & Visual Design: Creating a detailed storyboard with script and visuals strengthened my ability to translate complex sales concepts into clear, engaging eLearning content using Google Slides and Canva.
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Impact on Onboarding: Embedding the course into the onboarding program provided new sales reps with practical tools to handle objections confidently from day one, improving their readiness and engagement.