Sales training traditionally has been instructor led and to some extent computer based. The instructor could be an external consultant or the internal manager. While one cannot undermine the strengths of this method, training salespeople who are spread across wider geographical regions is definitely challenging. However, it is physically impossible for one instructor to cover all the locations. Either training programs are scheduled on a rotation basis or operations are shut down for 2-3 days a year and all the sales personnel congregate under one roof for the annual sales training program. Such programs are generally hectic and it is difficult to measure their effectiveness. Other options are to train the trainers and these individual trainers could then train their respective teams. This results in inconsistency of delivery of information and it is difficult to measure the effectiveness of the training program. Is there a better option to deliver sales training in today’s fast paced technological environment?
We in recent times have witnessed a phenomenal proliferation of technological solutions in almost all domains. Sales training is no exception. While it is still in the nascent stage, technology has begun impacting the training process even here. Online training and virtual training are no longer fiction but reality and have become an accepted option for many companies.
The most important benefit of adopting technology in deploying sales training is that sales professionals need not compromise their on-field time to attend training programs. They can minimize their time away from their core functional area i.e. contacting prospects. It would be most suitable for action-oriented sales people who may not enjoy being confined to a traditional classroom setting.
Secondly, knowledge can be provided when they need it most. Imagine a situation where a sales person needs to know updated information about a new product that has been recently introduced. Or if the sales person missed the product training session that has been recently concluded and needs to stay on par with his peers in terms of product knowledge. Information that helps them make more sales is always welcomed by sales people. More so, if it is made available to them when they need it most. If such information is stored in a central repository that is accessible to all sales forces, it would prove handy for a sales person on the move.
This can be achieved through ‘learning communities’ that can be built into the company intranet. Hosting the courses online through a Learning Management Systems (LMS) enables learners to take up the courses at their convenience. Not only that, it also helps managers to assess the performance of the learners instantly. It also helps keep a record of all the courses that learners have taken so far and their performance vis-a-vis expectations. Some companies have experimented by giving their sales team iPods through which trainers can distribute podcast courses and job aids directly. This could well be the norm in future.
Technological influence in sales training will be an ongoing phenomenon as newer technologies keep getting used; so it is important for training managers to keep track of technological solutions so that they can be adopted effectively in deploying sales training.
Subscribe to Our Blogs
Get CommLab's latest eLearning articles straight to your inbox. Enter your email address below:
In any eLearning course, we are so caught up with creating content and visuals that we tend to neglect a vital aspect of any eLearning course, which is the Graphic User Interface, popularly known as the GUI. It is a well-known fact that the GUI can have a make or break effect on your e-learning course.
A trailer is an advertisement of a new movie; its purpose is to kindle eagerness among people to watch the movie and enjoy the story. The main objective of a trailer is to increase the interest levels within us. On viewing a trailer, we become so enthusiastic and sometimes even restless to know the hidden obscurities and mysteries and the real story, which is yet to come. The same simile can be applied in the case of e-learning too.
The manufacturing industry is one of the most important sectors of the US economy. According to a report released by the Economic Policy Institute, this sector contributed about $2.1 trillion (12.5 percent of total U.S. gross domestic product) in 2013. The report also stated that manufacturing companies employ about 12 million people or 8.8% of the total American workforce. Developments in this industry act as catalysts to the growth of the economy, and training plays a vital role in enhancing the operational efficiency of firms in this sector.
It is common knowledge that L&D managers are under constant pressure to deliver the best and make the optimal use of the training dollar. With e-learning occupying the center stage of corporate training strategies, it has become imperative to develop high quality online courses, in quick time, within budget.
It is a well-known fact that sales personnel face many problems while promoting their products in the market andwhile trying to survive in this competitive world.What are the reasons behind these challenges and how can they beovercome? Ineffective and tiresome trainings are to a great extent responsible for this outcome. These problems can be eliminated by providing an effective and captivating learning experience.
There are three major challenges that the retail industry faces. They are(1) giving the highest service quality to the customer, (2) retaining the existing client, and (3) promoting the brand awareness about new products. All these challenges are related to the customer or the client. Now, when it comes to its employees, the retail industry again has an uphill task of retaining its own employees, making them more knowledgeable and providing updateson the latest products and services, and giving them the requisite access to information, so that they can use it when they need it the most.
It is common knowledge that well-trained employees are the crux of a successful organization. Companies need to ensure that their staff members have the required knowledge and skills, to survive in a dynamic world of business.
Effective training plays a critical role in the success of a medical representative. So, pharmaceutical firms spend huge amounts of money on training their sales personnel. According to Merck Capital Ventures, drug manufacturers worldwide spend about a billion dollars an year on training their salespeople.
The online training medium is used extensively by companies worldwide. A study by Global Industry Analysts Inc. reported that the global market for e-learning solutions would reach $107 billion, by 2015, registering a near 100% growth over the previous year. Why is e-learning immensely popular with the L&D community? How does it help organizations impart training better and meet their organizational goals? Let us see.
All of us are familiar with the bitten apple and the tick mark. Wondering what I’m talking about? Well, you would have guessed it by now! Am talking about Apple and Nike. The mere sight of these symbols in any media links our minds to the companies. That is the power of visuals. They have the power to drive the point home with unerring accuracy in a way even a thousand words may fail to.