Organizations conduct sales training with the intention of increasing sales revenue. The training is supposed to equip sales people with the requisite knowledge and skills to improve performance. Every year, organizations invest billions of dollars in sales training expecting it to produce measurable results in terms of increased sales. However, not all sales training initiatives achieve the intended goals. What do you think are the reasons? We have come across a few reasons why some of the sales training programs do not achieve the intended objective:
- Organizations train their sales executives only when they are hired and fail to provide ongoing training programs and support for their sales executives. The training that is provided is effective only for a short period of time due to the lack of regular reinforcement programs.
- The goals and expectations of the training program are not clear set when designing a training program. No defined process or method is given that guides sales executives during the selling process. Sales training programs do not focus on building the sales knowledge as much as on selling skills which sales people already have.
- The selling techniques do not match up to the changes in the business environment and take into account market dynamics. The content provided to sales people may be outdated or inadequate focusing only on some parts of the sales cycle.
- The sales people might feel that the training that is provided is not relevant to them and that it does not add any additional value to them in their performance. The training does not provide any guidance to handle multiple tasks involved with sales or to effectively generate leads.
- Some sales trainers may not be capable of effectively engaging and involving sales people resulting in them feeling that training programs are boring, not relevant and a waste of time.
- Including both senior sales personnel and junior sales personnel in the same training program may not achieve the desired objectives. Trainers find it difficult to balance the content that is relevant, motivational and impactful for both experienced and junior staff at the same time.
- Organizations fail to evaluate the effectiveness of the sales training programs after completion of the training session. Evaluation helps organizations to make amendments and improvements to subsequent training programs.
Most sales trainings are not successful either because of a failure in defining learning needs correctly or in failing to address them adequately in the training program. Having defined and measurable goals for the training will ensure that the sales training programs meet their objectives.
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E-learning is increasingly used by organizations as online courses are effective, affordable and can be accessed anytime, anywhere. But, many organizations are not able to realize these benefits offered by the online training medium due to a serious problem – high dropout rates.
Day-by-day, the demand for rapid e-learning is increasing, and so, everyone is using rapid authoring tools to develop online courses. There are many authoring tools available in the market but a few became very popular. Most of our customers and prospects prefer Articulate Storyline to other rapid authoring tools such as Captivate and Lectora. Developing courses in Storyline is very easy, and the tool offers a lot of flexibility to customize the features or look and feel of the online course.
When it comes to mobile learning, HTML5 with responsive design is required to provide the best learning experience on mobiles, especially on smart-phones with small screens. Courses developed in Storyline and Lectora work fine on mobile devices such as iPads and other tablets, but it is difficult to view them in smart-phones. Captivate has a responsive design feature. So, we must choose it if we need to develop courses for all mobile devices. Captivate is not very intuitive and flexible to develop customized features. We can also build mobile- compatible courses using manual coding but it is time-consuming and expensive.
Recently, I read the E-learning Guild report “Authoring Tool for Mobile Design” and in it, I saw the great news for which I was waiting for a while. I thought I should share it with you all. The developers of Articulate Storyline, Lectora Inspire, Lectora Online and other authoring tools are in the process of adding responsive design feature by the end of 2015.
Here is some information from the E-learning Guild report “Authoring Tool for Mobile Design”.
|Scales to multiple screen sizes||Yes||Yes||Yes|
|Responsive design features||Coming by end of 2015||Yes||Coming by end of 2015|
2016 will be a watershed year for mobile learning as all courses may be made compatible to all mobile devices. Storyline may become the first choice to develop e-learning or m-learning courses because of its intuitiveness. This may force all learning management systems to be compatible with mobile devices. MOODLE is ahead in this regard, and it has a responsive design feature and works on all the mobile devices.
Hope you find this post useful. Do share your views.
Despite today’s technology and a connected world, classroom training is still an effective method to impart training to all employees. But, instructor-led teaching may not be appropriate for all training needs. Suppose there is a requirement for an organisation to train its employees spread across the globe, on a particular product, in a month’s time, classroom training will not serve the purpose. Here, e-learning serves as a good option to train employees, at comparatively lower costs, within a given schedule. Due to improvements in reliability and speed, converting classroom training materials into online courses has become a justified and cost-effective opportunity.
In my previous blogs, I have discussed about the importance of instructional design strategy and visual design strategy, the two main elements of e-learning in terms of design approach. In this blog, I will discuss about the significance of audio and audio strategy.
Every organization has to follow a set of laws which govern their sector in the country they operate. So, it needs to ensure that the employees are effectively trained on these rules to avoid compliance issues. Traditionally, this was done through face-to-face training in an engaging manner. But, with organizations expanding globally and the need for constant training, companies started using e-learning to quickly reach their global employees.
E-Learning is gradually replacing the classroom training format, worldwide. 41.7 % of fortune 500 companies are using e-learning tools for online training (E-learning Magazine 2013).
Online courses need to be engaging and interactive because they are self-paced i.e. an instructor is not present to deliver the courses.
Content comprehension is an important step in the e-learning development process. It broadly includes identification of relevant content and its separation from irrelevant content and arranging it in a proper manner. It enables instructional designers (IDs) to ensure that topics ‘flow’ in a logical sequence. It also helps IDs to find gaps in the content. If performed effectively, it will help you understand the subject-matter of the course better, and you will be able to present the content in an easily understandable manner.
IPad – a device that has revolutionized the corporate world. According to the Mac Observer, 94% of Fortune 500 companies are either testing or using this device from Apple. The widespread usage of iPads has resulted in the opening of new vistas in online training. No longer were learners required to carry “heavy” laptops or remain confined to their desks. People could conveniently go through online courses on these devices. Indeed, these devices have truly made learning anytime, anywhere.
When it comes to training, most organizations have a need for product training. Be it manufacturing, pharmaceutical, electronics or finance, product training needs to be imparted by companies in all industries. So, how does one cater to a single form of training for such different segments? In this post, we will look at a few effective e-learning design strategies that are best suited for product training across various industries.
Curriculum-based courses are very much in demand today. Organizations prefer curriculum-based courses to stand-alone courses. Curriculum courses cater to a long running training program that usually runs for a period of two to three months. It is a course that has several modules which instruct on a particular subject in-depth. From the learner’s perspective, these modules would be easy to grasp and understand. They can be bite-sized modules that are easily accessible by the learners, anywhere, anytime, as per their convenience. Since all the modules of a curriculum are inter-related to each other, it is a tough task to develop such modules effectively.