We Entered a New Market. Rebuilt Sales Readiness in 2.5 Weeks. Then Won a Brandon Hall Award.

Growth sounds exciting until it requires retraining more than 200 sales professionals on a new buyer, new objections, new decision cycles, and a new competitive landscape.

That was the moment BSN Sports faced.

Historically known for serving school athletics, BSN made a strategic move in 2026 to expand into the rapidly growing club sports market. The opportunity was significant. The motion was different. The expectations were higher. Entering a new vertical was not a light adjustment to messaging. It was a shift in capability.

Club sports do not operate like school systems. The buyers think differently. Budgets move differently. Decision-making dynamics shift. For a sales force trained and seasoned in one space, confidence could not be assumed. It had to be built.

BSN partnered with Learner Mobile to design and deliver a comprehensive Club Certification program that would prepare its sales organization to compete immediately. The timeline was not generous. In just 2.5 weeks, five hours of digital curriculum were built and deployed across the field.

That speed did not come from cutting corners. It came from combining BSN’s internal expertise with AI-assisted content development through Source-to-Course™, allowing foundational material to be structured quickly and then refined by subject-matter experts. Instead of starting from a blank screen, the team accelerated development and focused on accuracy, clarity, and relevance.

The result was a certification program designed for real sales conversations. Reps worked through interactive modules and practical scenarios built specifically around the club and select market. The goal was not completion. The goal was readiness.

Adoption reflected that difference. Within the first two weeks, over 80% compliance was achieved. Final completion reached 93.7%. Since launch, more than 16,000 topics have been viewed, and over 200 certificates were awarded across five curriculum tracks.

Learners rated the program 4.25 out of 5 overall, and more importantly, reported heightened confidence in selling into club and select customers, scoring 4.57 on a 5-point confidence scale. Sales enablement is not simply knowledge transfer. It is the difference between hesitation and authority in front of a customer.

One participant summarized the impact clearly: “This was a HUGE WIN for BSN Sports. We got better because of this… a HUGE resource to go to market with.” Another noted that the training provided insights they did not expect, even after assuming they already understood the space. That kind of feedback signals more than satisfaction. It signals growth.

The business impact followed. The certified group achieved a 37% year-over-year increase in sales. Training did not sit on a shelf. It moved the number.

The certification program now supports onboarding for new hires, reinforces market-specific skills, and ensures consistent messaging across the field. What began as a rapid response to a new market has become embedded infrastructure.

That measurable impact, combined with the speed of execution and mobile-first delivery, earned national recognition. The program was honored in the Brandon Hall Excellence in Technology Awards for Best Advance in Mobile Sales Enablement and Performance Tools.

The award was not for building an LMS. It was for aligning strategy, training, and measurable business performance in record time.

Expansion often exposes gaps. In this case, BSN chose to close them deliberately. Instead of relying on informal knowledge transfer or hoping experience would fill in the blanks, the organization aligned its sales force with structured, measurable learning in under three weeks.

When growth strategies are matched with capability development, momentum builds. When confidence is built at scale, performance follows.

And sometimes, it earns you a Brandon Hall award.

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