Empowering Sabre’s Sales Team
Creating conversations within the global travel industry
The challenge
Sabre, a leading software, and technology company, plays a crucial role in driving innovation within the global travel industry.
They have a Retail Intelligence training suite which includes Air Price IQ, and Ancillary IQ. Air Price IQ meticulously examines market dynamics, pricing strategies, revenue management, and booking velocity, aiming to fine-tune airfare price recommendations for optimal results.
Meanwhile, Ancillary IQ focuses on supporting airline retailing strategies, dynamically optimizing both individual and bundled ancillaries across direct and indirect channels in real-time.
Building confidence
Sabre came to First Media with the goal of equipping team members with the ability to articulate the key benefits of Air Price IQ and Ancillary IQ, as well as effectively addressing common objectives.
Instilling confidence within the Sales team was key, allowing them to engage in meaningful discussions with potential clients. The emphasis was on fostering a more conversational approach, moving away from traditional eLearning methods.
The solution
Using Storyline as our authoring tool for this project, the team at First Media set to work. While Sabre requested that we take inspiration from a previous Retail Intelligence course, they gave us the creative freedom to design an enhanced visual appeal and foster engaging interactions.
Given that the content predominantly revolved around conversations, we opted to integrate design elements reminiscent of the everyday work environment of Sabre Sales Teams. For instance, we incorporated features such as an Outlook calendar and a Microsoft Teams setup to ensure authenticity.
The results
These two modules were developed in an engaging way, allowing the Sabre Sales team to articulate the key benefits of both Retail Intelligence Air Price IQ and Ancillary IQ in a confident manner.
One of the ways we enhanced the engagement of the Sales team was by employing different voiceover artists for the prospective buyer character. This allowed personas to be created, leaving memorable stories in the minds of the Sales team.
Each module also concluded with a brief assessment to reinforce learning, and ensure learners were able to overcome the most common objections during their sales pitches.
