Solution Selling Microlearning for Zoetis international Field Force



Zoetis is the world’s largest producer of medicine and vaccinations for pets and livestock. The company was a subsidiary of Pfizer, the world’s largest drug maker, but with Pfizer’s spinoff of its 83% interest in the firm it is now a completely independent company. The company directly markets the products in approximately 45 countries and sells the products in more than 100 countries. Operations outside the United States accounted for 50% of the total revenue. Contemporaneous with the spinoff in June 2013 S&P Dow Jones Indices announced that Zoetis would replace First Horizon National Corporation in the S&P 500 stock market index.

Zoetis is using the SAP SuccessFactors LMS to distribute online training to their 15,000 employees around the globe. Zoetis’ L&D is responsible for the creation of the online content. Doing Better is involved in managing the SAP SuccessFactors LMS, setup online content, run reports on learner performance, advise on online learning and create interactive e-learning content.

Scale of the project

The project involved 6 Subject Matter Experts from the Netherlands, Australia, United Kingdom, Japan, Philippines and Brasil which presented situations reflecting real business cases from their own countries. Doing Better’s job was to provide a script for the online course and template in which the SMEs could provide their input.

The Microlearning solution

When all input was provided and validated the production process began. By using Articulate Rise 360 in combination with Vyond, Doing Better created six Microlearning courses, each reflecting a phase in the solution selling process.

Each Microlearning starts with a short series of questions to check prior knowledge and to make the course taker aware of the value of following the proper steps in a solution selling conversation. The course taker was then presented two animations which explain the skills needed to complete the solution selling step successfully.

The course taker is then presented with best-practice scenarios where the course taker needs to make decisions on how to proceed. Based on these decisions the course taker is assessed and given a score which results in a passed/completed status or a failed/incomplete status.

Creating the course

Doing Better was involved in creating explainer animations which reflect solution selling conversations between a Zoetis consultant and client. As the type of conversation, product and client can vary a great deal it was a challenge to create a limited number of dialogues which cover the most frequent situations. We also compiled the content using Articulate Rise 360, added quiz questions and published the content SCORM compliant ready for use in SAP SuccessFactors LMS.