Are you a product training manager in a multinational pharmaceutical organization, where a number of new drugs are released frequently? Are you facing challenges in training your sales teams on every new product launch? Do you feel constant pressure to train employees to perform better in their jobs? If you answer Yes to these questions, try outsourcing your healthcare product training.
Employee training is one of the crucial elements for organizations to achieve their business goals. In this regard, many organizations are moving from classroom training to online training. Training managers are recognizing the value of e-learning and adopting the same. Product training is very important as successful sales people play a major role in achieving revenues.
Product knowledge is essential for sales people to make the right pitch. With sales people handling multiple products in the product line, you need to ensure they make the right pitch based on the customer’s requirements. Usually, there isn’t enough time to organize a traditional in-person classroom training program due to lack of time and other logistical reasons. In such situations, e-learning will be a good option.
Training your sales force on new product knowledge and updates to existing products is challenging in itself; but when this training is deemed a failure and warrants a makeover because your sales force under performs, the challenge becomes tenfold. It’s true that over 50% of performance failure is due to poor training. But what does it take to improve the success rate of product training?
Jim is the product training manager of a large pharmaceutical company. Recently, he published a 100 slide PowerPoint presentation, used in classroom training sessions, as it is, online, to impart product training to his sales staff. However, the published learning material met with very poor response from learners. A concerned Jim analyzed the reasons for the failure and found out the e-learning failed to produce the desired results because of the following reasons.
Last week I went to a consumer electronics showroom to buy a television set. Looking at the various brands and models, I was confused which model to select despite my online research before visiting the store.
A young man came up to me and asked whether I need any assistance. I promptly said no, as I didn’t want to fall prey to his sales pitch. I wanted to go with my instinct and make the purchase. I walked to the televisions sets on display and started comparing them. A few minutes later, I still had no clue of which model to select.
Good product training goes a long way in enhancing the efficiencies of sales representatives. However, it is not an easy task to train sales representatives as they are constantly on the move. Besides this, most sales representatives think that sales training is tedious and not engaging. They are right because long duration and boring courses does not appeal to the millennial, as they have shorter attention span.
It is common knowledge that training marketing professionals on products effectively is an important task for the success of an organization. Product training is all about selling products while retaining a competitive edge in the market. Today, better product knowledge is the key to sales success.
Sales are the main source of revenue for any organization. Product knowledge training plays a vital in improving the revenue of the organization by equipping sales teams for cross selling, up selling and multiple selling. So, it is important to ensure your product training material addresses all the required needs.
You would agree with me if I say product training for your sales people, service engineers and customer service representatives cannot be the same. After all, product training is not just about product features and functions. It needs to help employees perform their individual roles and the training should address that need. Very often, we tend to miss the whole point of product training in organizations.