How can you ensure your sales training has a lasting impact? What does it take to train your people to sell more? How can you see that your salespersons apply their knowledge and skills effectively? Well, you need to adopt micro-learning. According to the Journal of Applied Psychology,micro-learning can improve knowledge transfer by 17%.
What is micro-learning?
Micro-learning refers to the delivery of learning content in the form of information nuggets. The content is chunked into several modules, each no longer than 10 minutes. Each bite-sized module is an “independent” course and comprehensively addresses one learning objective. When the learner finishes all the modules, he would have completed the content.
OK. How can micro-learning help impart better sales training?
1. Bite-sized modules can help “synchronize” product launches with training
Companies are launching products frequently to meet the demands of a highly competitive, dynamic market. As a result, launch windows are getting shorter and managers need to make sure that their sales folk are trained effectively on products before they are released into the market.
Micro-learning is the right solution to meet this problem. Short e-learning modules can be developed rapidly, with minimum expenditure, thanks to rapid authoring tools such as Articulate Storyline and Adobe Captivate. A “coursel” can be developed in about 15-20 days.
2. Short courses are perfectly suited for the mobile salesperson
Most sales people travel extensively and find little time to attend instructor-led training (ILT) programs. This has made mobile learning the preferred choice of companies as effective training can be provided on the move.
Bite-sized modules can be accessed very effectively on mobile devices. “Mobile learners” find it hard to focus for extended periods of time, and this makes learning nuggets the best choice for delivering content on Smartphones and tablets.
3. Learning nuggets make good performance support tools
Delivering good just-in-time (JIT) knowledge support plays a key role in enhancing the performance of the salesperson. Many companies are using mobile-compatible tools to provide the required information to their sales staff at the point of need.
You can use micro-learning to deliver high-quality JIT support to your sales staff. The short duration of the modules and ease of access on mobile devices make them well-suited for providing good performance support. For instance, your salesperson can access the required information about your competitors’ products, instantly, by accessing a bite-sized module on his iPhone.
4. Micro-learning helps close knowledge gaps rapidly
Most sales people often find themselves short of time, and bite-sized modules help these busy staff make the best use of their time. As bite-sized courses can be accessed on mobile devices, salespersons can use them to fill learning gaps quickly. Consider the following scenario.
A sales rep of a B2B selling organization in Seattle needs to deliver a presentation to the purchasing committee of a prospective client based in New York. The rep, who was busy with his work, did not find time to adequately brush up his knowledge of the firm’s latest product. He accesses bite-sized modules about the product while waiting at the airport and travelling, and this helps him bridge the knowledge gap.
Micro-learning modules can be developed quickly and help product sales managers train their staff in time. Travelling salespersons can access learning nuggets very effectively on their mobile devices. Bite-sized modules can be used as performance support tools with a high degree of efficacy. They enable sales people to make the best sue of their time and fill gaps in their knowledge efficiently. Indeed, micro-learning is perfectly suited for imparting good sales training. What do you think?
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