Organization
BSN Sports
CASE STUDY
How BSN Sports Improved Field Sales Readiness and Drove 37% YoY Growth with Learner Mobile
Case Overview
Industry
Team sports apparel & equipment distribution
Solution
Learner Mobile
(Sales Enablement for Field Teams)
Background
BSN SPORTS runs a large, fast-moving field sales organization. With 1,000+ sales professionals across all 50 states, keeping the team aligned takes more than occasional training, it requires a steady flow of accurate, current guidance that reps can use in real time.
Historically, BSN’s core selling motion centered on schools. Over time, the business needed reps to speak confidently across a broader mix of sports categories and buyer needs. Then about 1.5 years ago, BSN expanded their focus into club league, a growing market with a different buying cycle and different conversations.
That expansion created a clear readiness challenge. The opportunity was strong, but the team needed to get up to speed quickly and consistently, without slowing down field execution.
The
Challenge
BSN didn’t have a “training content” problem. They had a speed-to-readiness problem.
They needed a way to deliver fast, accurate, always-updated enablement to a widespread team, without asking reps to step out of the field to go “take training.” As BSN put it, traditional LMS platforms couldn’t match the pace required to keep the field informed and ready.
The
Approach
Sales Enablement Powered by Learner Mobile
BSN partnered with Learner Mobile to build an enablement experience designed for how field sales works:
- Mobile-first access that’s easy to use anywhere
- Short, just-in-time learning for quick updates and reinforcement
- The ability to push urgent content instantly when priorities shift
- Simple search so reps can pull answers in seconds
“Choose-the-Conversation” Enablement
(decision-tree style)
What Learner Mobile built for BSN’s sales team worked like a decision tree - reps could tap into the app based on who they were about to meet and what conversation they were walking into, then immediately access the right guidance for that moment (questions to ask, talk tracks, positioning, product angles, and objection handling). The app helps provide the right conversation support for the selling step and context as the team walks into a meeting so they are better prepared to walk out with a deal.
Built around BSN’s Sales Model
Some organizations need help developing a sales model and Learner Mobile can assist building the sales engagement while building the model side by side with you. BSN already had one. Learner Mobile reinforced BSN’s model and translated it into an easily accessible workflow that reps could use in the field.
Designed for the Field Reality
For field sellers, enablement only matters if it shows up when and how a sales pro prefers prior to the discovery meeting or pitch. Learner Mobile’s on-demand functionality gives control to the sales pro and allows them to access the information on their time, consume it at their pace, according to their unique learning style.
Learner Mobile supported BSN with a format that made in-the-moment readiness practical:
- Reps can pull what they need quickly using AI powered search behind BSN knowledge bases
- Leaders can keep the field aligned by pushing urgent updates instantly
- The learning experience stays current through microlearning built for fast updates
What Set Learner Mobile Apart
What sets Learner Mobile apart is their willingness to step into any business challenge with you, no matter what. Their partnership is sincere. They truly care and invest the time into the relationship. We’ve worked with them for over eight years, and they have a strong track record of always delivering for us.”
Eric Harpers,
SVP Sales Enablement, BSN Sports
The Results
When BSN needed reps to quickly build confidence and align behind the right sales behaviors, Learner Mobile helped drive these behaviors consistently to deliver strong adoption and measurable impact:
- High participation quickly - 80%+ participation in the first two weeks
- Confidence lift in the field - 4.57/5 confidence lift reported by reps
- Revenue impact - 37% year-over-year sales growth
Why Learner Mobile Worked for BSN
BSN selected Learner Mobile as a flexible platform built for on-demand learning and real-time performance support for a nationwide sales force.
Key capabilities highlight:
- Mobile-first, easy to use anywhere
- Just-in-time microlearning for quick updates
- Ability to push urgent content instantly
- Simple AI-powered search so reps can pull what they need, on-demand
- Predictive learning that personalizes the experience
- Rich analytics to see what content performs
- Fully configurable and SCORM compatible
If your business is expanding into new markets, adding product complexity, or asking field reps to sell into new buyer conversations, the critical question is simple:
How fast can your sales team get meeting-ready today?
BSN used Learner Mobile to turn enablement into an on-demand, choose-the-conversation resource that supported faster readiness, higher confidence, and revenue growth.