Storyline Tool-Training Courses — ZoomInfo, Salesforce, Sales Loft

Overview

Agility Recovery identified a gap in their sales onboarding: new reps need hands-on practice with the three tools they use all day (ZoomInfo, Salesforce, Sales Loft), but no live training instance or sandbox environment exists. The solution is four Articulate Storyline courses that simulate the actual tool interfaces, allowing learners to physically click through workflows without risk of breaking anything or touching live data.

This approach was previously attempted in PowerPoint (with layered overlays), which proved brittle and painful to maintain. Storyline's screen-simulation capability is the targeted upgrade.

These courses may be delivered standalone or embedded within the existing ^[1] Rise360 modules — the embedding approach is under investigation.

Rationale

"My thing that I wanted to be clear on with Mark is I want them physically doing it. That's the big thing." — Gus Donelson

The core instructional need is procedural fluency through practice, not passive reading. Because the tools change frequently at the advanced level, the courses are scoped to foundational, stable workflows that are unlikely to shift — ensuring longevity without constant rework.

The Four Courses

1. ZoomInfo

Purpose: Lead generation and import — the starting point of the sales workflow.

Key topics:
- Profile setup (signature, profile configuration)
- Building a prospect list
- Importing leads from ZoomInfo into Salesforce

Notes: ZoomInfo is where Agility pays to acquire contact data. The workflow terminates when leads land in Salesforce as owned records.

2. Salesforce 101 — Fundamentals

Purpose: Core navigation and daily basics every rep must know.

Key topics:
- Login and application view setup
- Profile configuration
- Lead conversion

Notes: Scoped to actions that are consistent and unlikely to change with product updates. The goal is a stable foundation course that won't require frequent revision.

3. Salesforce 102 — Advanced Workflows

Purpose: Higher-stakes processes that directly affect revenue accuracy and downstream operations.

Key topics:
- Quoting (errors here cascade into finance and fulfillment problems)
- Dashboards and reports (quota tracking, trend analysis)

Notes: Quoting was specifically called out as difficult and error-prone. Getting it wrong creates downstream problems for finance. This course addresses the highest-risk procedural gap.

4. Sales Loft

Purpose: Outbound communication and campaign execution.

Key topics:
- Initial setup
- Pushing leads from Salesforce into Sales Loft
- Running cadences (phone calls, mass email campaigns)

Notes: Sales Loft is where reps actually make calls and send emails. The lead flow is: ZoomInfo → Salesforce (lead ownership) → Sales Loft (outreach execution). The three-tool chain is somewhat unintuitive but reflects how each vendor is licensed.

Recommended Sequencing

Gus's preferred learning order mirrors the actual workflow:

1. ZoomInfo
2. Salesforce 101
3. Sales Loft
4. Salesforce 102

This sequence is a suggestion, not a hard requirement. Course structure may be adjusted based on what Mark determines is feasible in Storyline.

Technical Considerations

• Screen capture / simulation: Storyline will need to simulate the actual tool UIs. This may require a login to Salesforce or screen recordings from within the live environment. Exact requirements to be scoped with Mark.
• Rise360 embedding: Storyline activities can potentially be embedded within Rise360 modules (e.g., a ZoomInfo intro lesson in Rise that contains an embedded Storyline click-through). Isalia is researching this approach. See ^[2] (if created).
• Standalone fallback: If embedding proves complex, courses can ship as standalone Storyline modules outside of Rise360.

Scope Notes

• Four courses were scoped and priced as a line item with Mark specifically because of the higher production effort involved.
• Combining courses (e.g., ZoomInfo + Sales Loft) is possible if the linear flow supports it, but the current plan keeps them separate.
• Only stable, foundational workflows are included. Frequently-changing advanced features (e.g., new Salesforce configurations) will continue to be taught live.

Action Items

• [ ] Isalia to meet with Mark (Monday) to scope Storyline production approach and screen-capture requirements
• [ ] Isalia to research and propose Rise360 embedding options to Gus
• [ ] Gus to forward Storyline scoping email to Isalia (asymmetric address)

Related

• ^[3]
• ^[4]