Ninety percent: This is the alarming number of sales managers who mention that a lack of innovative and relevant training material prevents their teams from staying engaged, based on Salesforce research. Such statistics highlight the importance of sales training to ensure productivity and achieve targets. In the digital age, sales training has become a challenge for many organizations. Consumers are now more informed through digital media, and it takes much effort for salespeople to get their message across in order to make maximum sales. Hence, there is an increasing need for innovative sales training that can create sales leaders and help beginners.
For sales training to be effective, it must excite and motivate learners. While the digital age can represent a challenge, at the same time, it has a lot to offer in terms of training solutions. Access to digital devices has made training easier, and e-learning solutions have led to more interactive and interesting sales training. In fact, a winning sales training program involves engaging solutions that allow employees to put their skills and knowledge into practice.
Here are some key strategies for implementing e-learning in sales training.
First, Set and Clarify Your Goals.
Sales training requires a considerable investment. It is important to have a clear set of business objectives at the very start so you can measure your return on investment (ROI) afterward. Clear business goals will tell you whether the training program is working as planned and can include measurable bottom-line benefits as well as higher employee retention, productivity and employee satisfaction.
Identify What It Will Take to Meet Your Objectives.
After establishing the business goals you want to accomplish through sales training, identify the specific actions and tasks needed to do so. Ask yourself what kind of training your team needs to perform these tasks effectively and what other resources are required.
Determine a Reasonable Budget, and Choose Your Sales Training Tool Carefully.
Whether management has already approved a budget for training or you have yet to propose one, make a list of providers that will help you meet your business goals. In a digital ecosystem, there are many technologies you can choose from. Emphasize sustained training while keeping in mind the objective: to optimize sales. Taking into account factors such as a dispersed global sales team or different business hours, e-learning can be a great solution.
An innovative e-learning program can contribute to measurable sales growth if applied effectively. With a myriad of tools, e-learning can give your sales teams the boost they need. Here are some of the most frequently used tools:
- Scenario-based video training allows learners to experience situations that they will face in their job, such as communicating with customers and negotiating. In this way, training prepares them to effectively apply what they have learned and make decisions based on best practices.
- Gamification is a way to bring competition into e-learning through elements like leaderboards, badges and notifications.
- Numerous studies have shown that multimedia, including images, webinars and video, not only engage learners but also help them remember what they’ve learned.
- Microlearning helps break training down into more manageable pieces, providing a flexible approach toward learning.
Establish Performance and Success Metrics.
Identify the specific metrics you need to monitor and how you will monitor them. You may opt for assessments to determine whether employees are learning everything they need to excel at their jobs. Tracking their productivity is another way to verify whether training programs translate into bottom-line benefits. Also, make sure to determine whether the ROI you calculate is acceptable to all stakeholders. Last but not least, implement a reward system to incentivize learning and in-the-field performance. Acknowledging employees’ accomplishments acts as a huge motivation boost.
E-learning can be a versatile and powerful tool for sales training. From measuring performance to enhancing customer communications, online training can help you empower sales teams and keep them on top of their game. You just need to implement the right strategies. Setting up a sales academy to upskill your employees has never been easier.