Supporting sample 1 ยท Anonymised adaptation
From discovery to design
Follow three findings from the needs assessment through to their implications for the learning experience. The wording is adapted for portfolio use; it contains no participant quotations.
Questions that expose learning needs
- Where do Account Executives struggle when a conversation moves into negotiation?
- What preparation should be visible before that conversation?
- What should a manager do to support the seller?
- What would useful practice look like, and what evidence would indicate readiness?
Finding and design implication
- Selling and negotiating were being treated interchangeably
- Introduce the distinction and ask learners to recognise when their approach needs to change.
- Seller and manager responsibilities were different
- Differentiate the learning needs while maintaining a shared approach to preparation and support.
- Knowing the ideas was insufficient without practice
- Build scenario planning, application to a real opportunity and structured reflection into the journey.
What to notice
The analysis connects findings to design decisions. It avoids turning every SME suggestion into another topic and makes the rationale for audience differentiation and practice visible.