Nearly 62% of people in America in the 18-29 age group use wireless internet, and about 48% in the 30-45 age group access internet through mobile devices (Source: Pew Research Center). In this context, for any B2B organization, it is just not enough to develop innovative products, they also need to ensure that sales associates of their channel partners/distributors have good product knowledge and are trained to pitch product benefits effectually to customers. Here are some of the ways mLearning can be used to reach out to channel partners as well as their sales staff.
Just-in-time learning on pricing – educate channel partners on price structure, discounts and incentives: The price structure, discounts and incentives offered to channel partners are revised periodically and it is not always possible to have a face-to-face interaction to keep them updated. mLearning can be effectively used as a quick and viable option for this purpose.
Learning bytes on product knowledge – provide easy product and industry updates: Normally, company sales people are informed of product updates first, and they then pass on the information to their channel partners. The delay in this information reaching the sales staff could prove costly in a highly competitive environment. Providing access to such information directly to the sales staff of channel partners will ensure that they are brought up to speed with current information and can service customers better.
Reinforce product training with product selling tips: While product training (either through classroom training or eLearning) provides comprehensive product knowledge, it is not always easy to remember all the tips that were shared during a long training session. Simple selling tips and checklists can be good content for mLearning modules that act as a supplementary knowledge base for sales staff.
Inform about best practices: Multinational organizations would like all their channel partners to adhere to the best practices envisioned by the parent company. Mobile technology can be used to educate channel partners about best practices and the importance of adhering to them for mutual benefit. It provides a quick option to demonstrate solutions to a problem, process or procedure in a visual form using mobile devices.
Make podcasts of motivational sales talk: Companies such as Amway provide motivational and inspiring talks for their sales staff to help them sell better. Podcasts can be created even for essential information, to be accessed by sales people before facing customers. Since it is readily available to them through their mobile devices, they have access to information just when they need it.
Many organizations have successfully adopted mobile technologies to address the challenges faced by their channel partners and their indirect sales force. Mobile devices such as laptops, Smart Phones or tablet devices are ideal for reaching retail sales force, direct sales force of channel partners, or distributors spread across different geographical regions.
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In my last blog, we have seen how E-learning, webinars and Mobile apps can be used to impart product training. In this blog, we will look at some more methods.
E-learning is the continuous process of learning through electronic media. Instructional design is a systematic process of learning, and this learning facilitates achievement of the intended goals. Many think that instructional design is all about using technology, but this is not the case.
“A major challenge we face today, therefore, is to create a desire in people to learn; and to foster and facilitate this desire throughout their lives.”
- Bryn Holmes(Author, eLearning Concepts and Practice, 2006)
One of the most important factors for organizations to succeed in today’s competitive landscape is the speedy launch of new products. The time-to-market of new products is critical to survive and succeed. Furthermore, the life cycles of most products are getting shorter due to rapid advances in technology.
On the other hand, if your sales employees are not rightly trained on your products, they will not deliver the right message to your potential prospects making it a competitor’s gain.
We all have a child in ourselves, energetic, fun loving and having zeal to explore and win games. In this state, we learn the best because our emotional state is very positive and retention of learning will be at the peak.
How do we bring out the kid in ourselves, while learning a new skill or acquiring knowledge?
Introducing new processes and software applications can be quite a daunting task. Employees are not receptive to change and teaching all the details and minute steps can be time consuming. Conducting classroom sessions might not be a very beneficial solution. Learners will need to set aside time from their busy schedules, and often, this might not be feasible. The limited number of facilitators will also slow down the learning process. Facilitators will also need to travel extensively to teach learners spread all across the globe. All these arrangements take up considerable efforts, time and financial resources.
I would like to pick your brains with a quick question on compliance assessment.
In your experience with assessing compliance topics, is it OK to let learners keep repeating a quiz until they achieve 100%?
The mining industry plays a key role in the Australian economy. According to a report published by the Department of Education and Early Childhood Development, Government of Victoria, in 2013, mineral and energy commodities account for 60% of the nation’s total exports.
In this blog, I wish to share my experience on how I developed an interesting course though it had technical content.
This course on finance was a challenge for a non-financial person like me. Initially, it panicked me as I have no idea about finance. But, as an instructional designer, my approach towards this project was more on “educating not teaching”. For this, I did a lot of content comprehension to educate myself before I educate others. We will now see how I faced this challenge and accomplished my goal.
We still remember things that we have learned during our childhood. We remember many incidents that happened long ago. But, there are some instances where we don’t remember things. This,most probably, happens during education. Being a human being, it’s quite natural to forget things.