The document discusses the "Hook Model" used by MindTickle to train sales reps. The Hook Model is a four step process that uses triggers, user actions, rewards, and investment over time to drive adoption rates of training programs to 90% completion across 100+ customers in different industries. It works by triggering users to engage with training content, rewarding them for their actions and progress with points and badges, and keeping them engaged by showing leaderboards and achievable goals. This has led to 80% of participants earning all available badges, which highly correlates with training program effectiveness.

1. FACEBOOK
TRAINING
YOUR SALES REPS

2. ADOPTION
SUCCESS
GOOD
ADOPTION

3. ADOPTION
SUCCESS
VERY HIGH

4. ADOPTION
SUCCESS

5. ADOPTION
SUCCESS
`
“THE HOOK MODEL”
HOOK Ref: http://www.nirandfar.com/

6. ADOPTION
SUCCESS
“THE HOOK MODEL”

7. 90%
ADOPTION
ACROSS 100+ CUSTOMERS
SUCCESS
ADOPTION
90%
(i.e. on an average, 90% participants
complete the training program)

8. ADOPTION
SUCCESS
“THE HOOK MODEL”?

9. ADOPTION
SUCCESS
“THE HOOK MODEL”
1
Something triggers the
user to use the system

10. ADOPTION
SUCCESS
“THE HOOK MODEL”
1
2
Once inside, the user
takes an action
Something triggers the
user to use the system
Hi Valencia Bryant ..long time

11. ADOPTION
SUCCESS
“THE HOOK MODEL”
1
2
3
Once inside, the
user takes an
action
User is rewarded
for his actions
Something triggers the
user to use the system

12. ADOPTION
SUCCESS
“THE HOOK MODEL”
1
2
Action
3
4
Once inside, the
user takes an
action
User is
rewarded
for his actions
User invests in further
actions over time
Something triggers the
user to use the system

13. ADOPTION
SUCCESS
“THE HOOK MODEL”
1
2
Once inside, the
user takes an
action
3
User is
rewarded
for his actions
4
User builds an investment,
with his actions over time
With investment, each new
trigger become more valuable

14. 1
2
3
4
“THE HOOK MODEL”

15. 2
3
4
1
The user gets a notification for her manager’s
invitation to take up a new course
1

16. 1
3
4
The inviting UI gets her to
watch the course video
2

17. 2
1
4
As the content is being consumed,
she is being attributed with points
3

18. 3
2
1
As these points gets added to her existing
score, she gets awarded with a Badge
4

19. 2
3
4
1
1
Intrinsic Trigger
!
+
Real-time updates show
that her colleagues are
making progress
Extrinsic Trigger
System identifies the
achievability of a new
badge and sends a trigger

20. 1
3
4
She chooses to watch another video
and answer some questions…
2

21. 1
2
4
She chooses to watch another video
and answer some questions…
…to gain some
more points
3

22. 3
2
1
As these points gets added to her existing
score, she gets awarded with another Badge
4

23. 2
3
4
1
She likes the video and
thinks it might be useful in future too
!

24. 1
3
4
Hence decides to favorite the video
for future reference
2

25. 3
1
2
And it gets added to
the list of other files she
saved for easy and
offline access on mobile
app
4

26. 2
3
4
1
1
Intrinsic Triggers
!
+
Real-time updates showing that her
colleagues are earning certification,
not just levelling up. So she feels the
urge to go up the leader board
Extrinsic Triggers
System identifies the
achievability of a new
badge and sends triggers

27. 2
3
4
Intrinsic Triggers
!
+
Realtime updates showing that his
colleagues are earning certification,
not just levelling up. So he feels the
urge to go up the leader board
1
1
Extrinsic Triggers
System identifies the
achievability of a new
badge and sends triggers
As the user spends more
time on MindTickle platform,
the system continues to
learn and triggers keep
getting smarter & more
effective

28. 1
2
3
4
“THE HOOK MODEL”

29. 90%
SUCCESS
ADOPTION
90%
(i.e. on an average, 90% participants
complete the training program)

30. SUCCESS
ADOPTION
90%
IN STYLE

31. SUCCESS
ADOPTION
90%
ALL BADGES
80%
(earning all badges has a direct correlation
with the effectiveness of the training program)

32. SUCCESS
ADOPTION
90%
ACROSS
100+ CUSTOMERS
80%

33. % of Participants who completed the training
% of Participants who got all badges available
90%
80%
70%
100% 98%
92%
97%
95%
91%
85% 85%
91% 88%
85%
Customer
Service
Computer
Software
Retail Entertainment Ad-network
5 DIFFERENT
VERTICALS

34. % of Participants who completed the training
% of Participants who got all badges available
90%
80%
70%
100% 98%
92%
97%
95%
91%
85% 85%
91% 88%
85%
Customer
Service
Computer
Software
Retail Entertainment Ad-network

35. % of Participants who completed the training
% of Participants who got all badges available
90%
80%
70%
100% 98%
92%
97%
95%
91%
85% 85%
91% 88%
85%
Customer
Service
Computer
Software
Retail Entertainment Ad-network
SALES REP TRAINING
SUCCESSFUL
SALES@MINDTICKLE.COM
1800 231 5578
WWW.MINDTICKLE.COM