Case Study: Sales Enablement + Data Literacy

Selling through data-driven storytelling

Enabling sales managers to turn data into persuasive, value-driven client conversations.

Tools

Saba LMS · Articulate Storyline 360 · Camtasia · Google Sites · Adobe InDesign · Microsoft Excel

Design Foundations

ADDIE & SAM (iterative design) · Kirkpatrick Evaluation Model (learning outcomes) · Cognitive Load Theory · Experiential Learning (Kolb) · Storytelling for Learning & Memory · Action Mapping (performance-based design)

Soft Skills

Cross-functional collaboration with Sales, Product, and SMEs · Content strategy and information architecture · Project management and agile iteration · Empathy and learner insight · Creative problem-solving · Data analysis and visualization communication

Quick Facts

Roles: Instructional Designer · Multimedia Developer · Content Writer · LMS Administrator · UX Designer · Project Manager

Deliverables:

  1. Facilitator’s Guide & Presentation Deck

  2. Self-Guided Knowledge Base

  3. Video Demonstrations

  4. Automated ROI Calculator Tool

  5. Storytelling Samples

  6. Knowledge Assessment

Users: Restaurant Sales Managers (Account Managers)

Challenge + Context

Restaurant Sales Managers (RSMs) needed to confidently demonstrate ROI to restaurant customers using OpenTable’s reporting tools.


Although the data was available, many struggled to translate numbers into meaningful, persuasive stories that resonated with clients.


The goal was to elevate data literacy and communication skills—turning routine metrics into consultative, value-based conversations.

Approach + Solution

I designed a blended learning experience that built both the skills and confidence to use data as a storytelling tool.

The program combined guided learning, practical tools, and applied assessments to ensure RSMs could calculate, analyze, and communicate impact effectively.

Key components:

  • Facilitator-led sessions: Instructor guide and presentation deck for team-led workshops and onboarding cohorts.

  • Self-guided knowledge base: Centralized, searchable resource hosted on the training portal for just-in-time learning.

  • Video demonstrations: Camtasia tutorials showing step-by-step ROI calculations and narrative framing.

  • Automated Excel ROI calculator: Interactive tool simplifying data inputs and conversions into client-ready metrics.

  • Storytelling samples: Model summaries illustrating how to present data-driven insights in clear, persuasive language.

  • Knowledge assessment: Measured both technical accuracy and ability to translate data into client value.

The blend of experiential practice, multimedia learning, and automation tools created a scalable, repeatable way to strengthen every RSM’s ability to tell data-driven stories that sell.

Impact

  • Increased confidence and competence among RSMs in articulating ROI to customers.

  • Faster, more consistent ROI conversations with clients, increasing use of data storytelling across the sales org.

  • Shifted sales approach from transactional to consultative by focusing on measurable business value.

  • Unified messaging—teams used consistent frameworks to communicate impact and strengthen brand credibility.

  • Scaled enablement through evergreen, self-service learning assets accessible in the LMS.

  • Improved ramp-up time for new hires with on-demand reinforcement resources.

  • Reduced coaching hours for managers and SMEs through automated tools and self-guided training.

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