The 2-day workshop aims to help participants develop a strategic and consultative approach to sales. It covers 8 competencies and uses experiential learning over 3 components: 1) a day-in-the-life simulation to build knowledge and identify gaps, 2) a business modeling exercise to align strategy and goals, and 3) a change management simulation focusing on collaboration and relationships. The workshop provider, Knolskape, uses simulations and tools to move participants from unconscious incompetence to conscious competence in strategic consultative selling.

1. Proposal for Strategy Driven Consultative
Selling Workshop
High Level Design Document
Strategy Driven Consultative Selling Workshop www.knolskape.com

2. Objective
The objective of the program is to enable the participants to use a strategic approach towards consultative
selling. A total of 8 competencies relevant to the target audience are covered as a part of the program. The
various competencies covered are
1. Consultative Approach
2. Customer Relationship Management
3. Business Networking
4. Opportunity Sensing
5. People Leadership
6. Clarity & Focus
7. Collaboration
8. Conflict Handling
Duration of the Program
The duration of the program will be 2 days and it will be delivered in an interactive workshop based format.
.Design Approach for the Program
The program has been designed keeping in mind the four stages of competence. The three stages of the
workshop will help participants move from unconscious incompetence to conscious competence. Optionally,
the participants can undergo further intervention programs to move from conscious competence to
unconscious competence.
Program Design
The design of the program has three experiential learning components to it with each component driven by a
case study/case let. The three experiential learning components are
Component 1: Day in the Life of a Practitioner
Competence Stage: Unconscious Incompetence
Time Duration: 6 hours
Competencies covered: Consultative Approach, Customer Relationship Management, Collaboration and
Opportunity Sensing
Strategy Driven Consultative Sales Workshop www.knolskape.com

3. The learning experience in component 1 focusses on ensuring that the participant develops sufficient knowledge
and comprehends the topics covered as a part of the training program.
The component will be designed in the format of the ‘Day in the life of Practitioner format’. The design
dynamics will ensure that the participants are tested on various scenarios that he/she will face in a real life.
The stage will test the response of the participants to these situations and thereby identify the gaps in the skill
level of the participants across various competencies. This component will help the participants realize their
own incompetence in fulfilling the responsibilities of the current role.
Delivery Methodology: Case study, Business Simulation and Role Play
Delivery Flow: The participants will be given the case study pertaining to this component before the start of
the program. During the participants will experience real life like client interactions delivered through the
INBOX simulation. The participants will login to the Inbox simulation at the beginning of the session and will
start receiving various communications from both internal stakeholders and external stakeholder through the
inbox simulation. As a part of the response to the some of the client mails, The participants are expected to
demonstrate knowledge about market & technology trends, domain knowledge, awareness of cognizant
(vertical and Horizontal) solution offering by asking the right questions. They should also be able to sense
opportunities from the interactions they have with clients. After experiencing 7 virtual days of client
communication on the inbox platform, the participants will be put through an intense role play scenario, where
the facilitator will role-play as a client and the participants are expected to demonstrate the consultative
approach and customer relationship management towards solving the client’s problem.
Outcomes: The facilitator will help the participants identify the gaps that they currently have in terms of their
approach towards strategy driven consultative selling.
Component 2: Business Modelling Canvas Exercise
Time Duration: 5 hours
Competence Stage: Conscious competence
Competencies Covered: Opportunity Sensing, People Leadership, Consultative approach and Clarity & Focus
Delivery Methodology: Business Modelling Toolkit
Delivery Flow: By the time the participants come to this component, they would have understood the various
gaps that they have in executing their roles and responsibilities effectively. In this component, the participants
work in groups and work on the strategic management tool called Business Model Canvas. The participants have
to analyze the case under consideration on 9 different segments. The 9 different segments are
1. Key Partners
2. Key Activities
3. Value Propositions
4. Customer Relationships
5. Customer Segments
6. Key Resources
7. Channels
Strategy Driven Consultative Sales Workshop www.knolskape.com
Strategy Driven Consultative Sales Workshop
www.knolskape.com

4. 8. Cost Structure
9. Revenue Stream
At the end of the exercise, the participant’s responses are consolidated and a tag cloud and mind map are
generated. Using the tag cloud and mind map, the facilitator will point out the gaps between the organization
strategy and the participant’s perceived strategy. The facilitator will bridge these gaps during the workshop and
help participants align business strategy with execution. Post this alignment, the participants will be able to think
big picture and establish business vision/goals and align the respective BU members towards the established
Vision
Screen Shots of the tool
Component 3: Change Quest Simulation
Time Duration: 5 hours
Competence Stage: Conscious competence
Competencies Covered: Collaboration, Business Networking, Customer Relationship Management
Other skills covered: Consultative selling, Change Management, Influencing Skills
Delivery Methodology: Case Study, Business Simulation
Delivery Flow: As a part of Change Quest simulation driven workshop, the participants will play the
change quest simulation. Change Quest is a dynamic, true-to-life software simulation that helps managers learn
the strategic and tactical aspects of change management, collaboration in a hands-on manner, thereby increasing
the chances of improving customer satisfaction and maximizing profits.
Strategy Driven Consultative Sales Workshop www.knolskape.com

5. Screen Shots of the Tool
Pricing of the program
The pricing for the 2 day experiential learning workshop for 20 participants will be INR 355000 (Simulation
Licenses + Facilitator Fee). The price stated is excluding taxes.
About KNOLSKAPE
KNOLSKAPE is an award winning serious gaming and simulation Software Company focusing on management training,
assessments and research. Since 2008, we have been delighting managers from Fortune 500 companies, students at top
B-schools, top-notch academicians and recruiters with our simulation based products and services. We believe that the
best way of learning and assessing capabilities is by doing. Keeping with this philosophy, we have been developing
engaging, immersive and real life-like products and services such as business simulations, multimedia case studies, and
virtual learning tools. 2012, we bagged the APAC HR Award for best simulation solution and the Red Herring Top 100
Asia award. KNOLSKAPE is a NASSCOM Top 10 Emerge Company in 2012.
Contact Us
For more information Contact info@knolskape.com or visit us at www.knolskape.com
First Time Managers Program www.knolskape.comStrategy Driven Consultative Sales Workshop www.knolskape.com