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A Sample Blended Solution for Effective Sales Training Implementation

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A Sample Blended Solution for Effective Sales Training Implementation

Consider a blended solution for sales training on a company’s new product range. Here is how a sample blend of an ILT and eLearning might look like for this training requirement:

  • Part 1: Online assessment (pre-course)
  • Part 2: eLearning module
  • Part 3: ILT module
  • Part 4: More eLearning modules
  • Part 5: Post-course assessment (Online assessment and hands-on exam)

Ideally, to optimize the solution, you would move most of the theoretical content that is typically covered in classroom lectures to eLearning modules, which would serve as a foundation for the classroom learning. The classroom component can now focus on hands-on exercise with the products because the conceptual information is already covered in the eLearning modules. This could be followed by an online assessment that tests learners on all that they learned during their eLearning and classroom training. Here is the same blended solution in tabular format.

Phase Training Method Results and Rationale
1 Pre-assessment to determine individual skill levels. The online tests help evaluate current skill levels and determine the courses the learners need to register for. Learners proficient in a given subject can be given the option of skipping that subject. This is a good way to ensure that learners only go through training that is required.
2 eLearning modules are taken by learners based on the subjects they did not do well on in the pre-assessment. Each of the eLearning modules also gives adequate practice to help retain what they have learned. Online tutorials ensure that all learners have the same common foundation and enable a level playing field.
3 Classroom training could consist of either a hands-on workshop in which learners do actual hands-on exercises, watch videos or live demos and get feedback on their performance in the workshop. This also could serve as a platform for Q and A for all content learned so far, both in the class as well as through eLearning modules. Learners get focused feedback as well as the opportunity to work hands-on with the products or applications in the case of product training or engage in role plays in the case of soft skills training or leadership training.
4 eLearning modules to reinforce concepts and provide access to refresher material and aids such as reference guides related to the courses taken so far. Provide reinforcement.
5 Post-assessments Test learner performance through eLearning and hands-on exam where required.

Remember: Blended solutions have the biggest impact for the lowest investment.

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