Here’s a common scenario: A reputed manufacturing firm realizes that its salesforce is not meeting its targets. All eyes are fixed on the product training manager and all fingers are pointed toward his training program that is immediately deemed a failure.
Keeping your salesforce trained on new-product knowledge and updates on existing products is challenging in itself; but when this training is deemed a failure and warrants a makeover because your salesforce under performs, the challenge becomes tenfold. It’s true that over 50% of performance failure is due to poor training, but we fail to talk about the ‘white elephant’ in the room – the reasons that training is compromised, and the outcome of these compromises that leads to the low performance of any salesforce. The good news is that eLearning lets you train your salesforce without any compromises – we’ll tell you how; but first, a look at why training is compromised.
Training is compromised to accommodate a low training budget and quicker rollouts for immediate training, without much thought given to its consequences. The result is a quick-fix training program that:
- Does not outline clear objectives for individuals
- Employees are expected to memorize
- Is not customized to individual training needs
- Is expected to solve everything
- Contains large mounds of learning, all crammed together
Here’s how eLearning can help:
Clear-cut objectives: Without clear-cut objectives, a product training program is a failure. Every eLearning course has clear-cut objectives – no matter the industry. Some objectives of a sales training that can be fulfilled here are:
- Improved company knowledge
- Clarified responsibilities and expectations
- Improved product knowledge
- Enhanced sales skills
- Improved morale
A low-cost solution: It doesn’t get better than this – most organizations witness a 50-70% saving when they migrate from classroom training to eLearning. This includes savings on travel, infrastructure and trainers – all of which can be done away with, with eLearning. Costs associated with a high attrition rate attributed to under performance, rehiring, training programs for new hires – are secondary, but nevertheless cost money, and are reduced drastically with eLearning.
Quicker rollout time: It takes a shorter time to create a perfect eLearning course than a classroom product training program. This is especially true when you already have an eLearning course in place that needs to be updated. It’s also very simple and quick to roll out training to your globally-dispersed salesforce, or to those sales representatives who are deployed in remote locations. Product training on new products as well as updates on old products are possible.
Just-in-time Information: Memorization of innumerable product features is not necessary anymore. With eLearning, information is readily available at the salesperson’s fingertips at the time of need, on a device that he is comfortable with.
Increased Retention: Having said that memorization is not necessary, customers still expect salespeople to have information stored in their heads. Here are some eLearning features that have the potential to increase your sales specialist’s retention by up to 60%.
- Interactivity with peers
- Self-paced learning (and control over one’s own learning)
- Distribution of easily digestible chunks of learning
All this also leads to a quicker learning curve.
Customizations for individual learning: When it comes to product training, “one size” doesn’t do it . Cramming up content for multiple audiences makes at least a part of the content irrelevant to one or more of the audiences, at some point or another. Individual training needs, individual training goals, and individual learning paces must be taken into consideration. Click here to know how you can customize learning for your salesforce.
Micro Learning – short and sweet: “Less is more.” Micro learning is the delivery of short, condensed snippets of information – just enough to be easily digested (keeping in mind the ever-shrinking attention span of the human brain). The advantage:
- Your sales reps can focus on selling and spend less time on training
- Increased retention through short animations or videos on new products/features
- No wastage of learning – as learning is targeted to meet individual learning needs (product sales, new features, maintenance procedures or installations)
- Fun, refreshing and sticks!
- Easy to create micro learning courses and rollout
- Provides short snippets of information at the time of need, that can be referred to at any time in the future
A one-stop solution: it’s true – eLearning can take care of all that’s involved in a product training program – right from a training needs assessment to tracking learning, and even delivering assessments and reports. With innumerable features available (live webinars, live chats, job aids, assessments, gamification and more), your sales specialists are only limited by what you do not provide them with.
Product training will never be the same again; learning will only get better. With eLearning you don’t have to worry about making compromises ever again.
If you have experienced the benefits of eLearning through your product training course or would like more information on product training through eLearning, we would love to hear your story.
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