So you need to build interactive GTM (go-to-market) training modules—maybe for sales, maybe for customer success, maybe for both. You’ve heard Secondnature is the tool to use, but you’re not totally sure how to go from “this deck is boring” to “my team actually learns and remembers stuff.” Good news: it’s not rocket science, but there are pitfalls that’ll waste your time if you don’t see them coming.
This guide is for anyone who wants to create GTM training that doesn’t suck—whether you’re in enablement, product marketing, or just the unlucky person stuck with the job. Let’s get into what actually works.
1. Get Clear on Your Goal (Before You Open Secondnature)
It’s tempting to jump right in and start clicking around, but don’t. The most common mistake is building a flashy module that doesn’t solve an actual problem.
Ask yourself: - What do people need to do differently after this training? (Not “know”—do.) - Who, specifically, is this for? (New hires, sales veterans, CS reps, etc.) - How will you know if it’s working? (Think: behavior, not quiz scores.)
Pro tip: Write down your goal in one sentence. If you can’t, you’re not ready to build.
What to skip: Don’t try to “cover everything.” Pick one thing you want people to do better, and focus on that.
2. Map the Flow: Keep It Short and Actionable
Interactive modules live or die by their structure. If people get lost, bored, or overwhelmed, they’ll tune out.
Best practices: - Break it into chunks: 10–15 minutes per module max. Nobody wants a 45-minute epic. - Start with a real scenario: What’s actually happening in the field? Build from that. - Keep the flow linear: No need for choose-your-own-adventure unless you’ve got a specific reason.
A simple flow might look like: 1. Set the stage (context) 2. Show a challenge or prompt 3. Let the learner respond (talk, select, etc.) 4. Give feedback (instant, honest, actionable) 5. Repeat with variations
What doesn’t work: Shoving your sales playbook into slides and calling it “interactive.” If you wouldn’t sit through it, don’t make someone else.
3. Use Real Scenarios, Not Hypotheticals
Secondnature’s big selling point is simulating real conversations. The catch: it only works if your scenarios are grounded in reality.
How to do it: - Talk to your reps (or watch call recordings) to see where people struggle. - Pick 2–3 specific moments (e.g., handling a common objection, opening a discovery call, explaining a new feature). - Write scripts based on real language. No buzzwords, no fake objections like “I don’t have budget”—use what customers actually say.
What to ignore: Generic role-plays about “value propositions.” If it’s not something that happens on a real call, skip it.
4. Make It Interactive—But Not Just for Show
The point of using a platform like Secondnature is practice, not passive learning. If the module is just a quiz with a fancy UI, you’ve missed the point.
What works: - Require reps to practice speaking—not just clicking. - Use AI-driven feedback so they get instant, specific tips (not “good job!”). - Include branching responses for a bit of unpredictability (but don’t go nuts—2–3 branches is plenty).
What to avoid: - Endless multiple-choice questions. - “Watch this video, then click next.” That’s e-learning, not interactive training. - Overcomplicating with too many decision points. Complexity doesn’t mean effectiveness.
Pro tip: If a rep can complete your module while half-asleep, it’s not really interactive.
5. Give Feedback That’s Fast, Honest, and Actionable
Most learning platforms either give vague praise (“Great effort!”) or nitpick every word. Neither helps people improve.
Best practices: - Automated feedback should be specific—point out exactly what was strong and what needs work. - Use examples and counter-examples. (“Here’s a stronger way to respond to that objection…”) - Encourage self-reflection. Let the learner listen to their own recording and rate themselves.
What to ignore: Don’t drown people in analytics or scores. Focus on 1–2 takeaways per scenario.
6. Don’t Overproduce—Iterate Instead
It’s easy to fall into the trap of trying to build the perfect, polished module on your first try. Don’t. You’ll just waste time and end up redoing it anyway.
Smarter approach: - Build a rough first version. Get it in front of a few reps as soon as possible. - Watch how they use it. Where do they get stuck or tune out? What do they actually say during practice? - Tweak and improve. You’ll learn more from one round of real feedback than days of planning.
What to skip: Fancy intros, music, or motion graphics. No one cares.
7. Measure What Matters (And Don’t Get Distracted by Vanity Metrics)
You’ll get a ton of data from Secondnature—completion rates, scores, “engagement.” Most of it’s just noise if you’re not careful.
What actually matters: - Are people applying what they practiced in real conversations? - Are you seeing fewer of the same mistakes in the field? - Do managers notice a difference?
How to check: - Ask managers to spot-check real calls for the specific skills you trained. - Short follow-up surveys: “What did you actually use from the training?” - Track a couple of key metrics (e.g., objection handling win rate) over time.
Ignore: Time spent per module, number of clicks, or anything that doesn’t tie back to real-world performance.
8. Make It Easy to Update (Because Things Will Change)
GTM messaging, products, and playbooks change all the time. If your module is a pain to update, it’ll go stale fast.
Build with updates in mind: - Keep modules modular—one topic per module. - Use templates for scenarios so you can swap out details quickly. - Document what each scenario is covering (in plain language).
Pro tip: If you need a developer every time you need to change a word, you’re doing it wrong.
9. Don’t Forget the Human Touch
Secondnature is powerful, but it’s not magic. Real learning happens when people get a chance to talk about what worked, what didn’t, and why.
How to add the human element: - Encourage managers to debrief after reps use a module. - Use peer feedback—have reps share recordings and tips. - Make it safe to fail in practice. If people are afraid to sound dumb, they’ll phone it in.
Skip: “Gamification” features unless your team actually cares about badges and leaderboards (most don’t).
A Few Quick Do’s and Don’ts
Do: - Start small and focused. - Use real scenarios. - Get early feedback from actual users. - Update modules as things change.
Don’t: - Try to cover everything at once. - Overcomplicate with branching paths. - Rely on flashy features instead of real practice. - Ignore what actually happens on live calls.
Keep It Simple—and Iterate
The best interactive GTM training isn’t the fanciest or the most “immersive”—it’s the one that actually helps your team do their jobs better. Keep things short, actionable, and grounded in reality. Don’t aim for perfect. Ship something useful, get feedback, and improve from there. That’s how you build training that sticks.
If you’re using Secondnature, remember: it’s a tool, not a magic spell. Start simple, focus on real practice, and you’ll be ahead of 90% of the field.