Learning for Inside Sales Agent
▶Summary
The main objective was to create a comprehensive European university course dedicated to Inside Sales, capable of developing the digital, analytical and strategic skills required by businesses. Th...
▶Objectives
The main objective was to create a comprehensive European university course dedicated to Inside Sales, capable of developing the digital, analytical and strategic skills required by businesses. The project also aimed to define a scientifically validated skills profile, produce accessible multimedia teaching materials such as OER, and test a blended learning model geared towards student work readiness. Another key objective was to strengthen cooperation between universities and businesses to promote educational innovation and support curriculum modernisation processes. The project also aimed to encourage the adoption of Inside Sales courses within European universities and to disseminate the use of open badges to certify the skills acquired in a recognisable and marketable way.
▶Activities
The project involved a systematic review of the literature and an empirical analysis of over 500 job advertisements to map the skills required by the market. Subsequently, a complete 5 ECTS syllabus and a methodological plan based on UDL principles were developed. Multimedia training materials were produced – 13 short videos, 10 podcasts, 5 Live Cases and the “Sales Tech and AI Infusion” manual – integrated into an open-access Moodle platform. The course was tested with 145 participants in blended mode, collecting qualitative and quantitative data for the final review. Following the analysis of the feedback collected, additional content in PDF format was created and implemented on the platform to support and expand on the various content already created. Finally, an adaptation manual was created and made available online for all universities that want to use LISA content as a starting point for implementing a university course on inside sales. Workshops, local events and multiplier events were also organised with academic and industrial partners.
▶Impact
The project has produced high-impact scientific, educational and operational results. Among the main ones: a validated skills profile for Inside Sales Agents; a White Paper, a research report presented at the GSSI conference; a public database of academic studies; a syllabus structured in 5 modules; a complete training course with multimedia OER materials (videos, podcasts and live cases); an integrated assessment system and a user-friendly Moodle platform. The pilot with 145 users confirmed an improvement in skills in 75% of participants, and a satisfaction level of 85%. One hundred Open Badges were awarded. The Adaptation Manual ensures the transferability and sustainability of the model, facilitating its integration into European university curricula. In addition, during the implementation of the project, we managed to reach over 413 direct participants in 13 multiplier events.