In the ever changing sales environment, one-on-one sales training seems to be impossible and exhausting for sales managers. Conventional methods of classroom training appear to be time consuming and steal the productivity of sales representatives.
While you linger around the age old training methodologies – deadlines and market delivery timelines can mount pressure on your sales team. It is better to heed this wakeup call to impart sales training through e-learning to achieve higher revenues within the set deadlines.
Here are nine thought provoking questions sales managers should ask themselves on training, so that they can analyze and plunge in to action in the right direction to achieve their targets.
1. Is E-learning for or against?
E-learning for sales training is not to eliminate the crucial role of sales trainers from the scene. Who can neglect the importance of sales training managers in training? Now most of the Fortune 500 companies recruit their sales managers to focus on sales coaching responsibilities. To reach these expectations, e-learning can be highly complementary for sales managers to train their sales teams effectively.
Once sales managers start off the essential sales training, e-learning can take over from there – re-training modules or trainings on updated products, revisions and on new products. E-learning relieves sales managers from the burden of repeated trainings once for all.
2. Can we minimize sales training costs?
Quite often,sales training turns to be exorbitant and surpasses the company’s budget. Isn’t it wise to choose e-learning for sales training to keep the cost under control? Here are some major companies that cut their training costs to half and one-third by shifting to online trainings. Have a look at a few case studies.
- The Clive Shepherd research report showed that Dow Chemical reduced its training costs to just $11 per learner when it switched to online training. This is an astonishing cut in costs, considering that it’s previous traditional classroom training expenditures were $95 per learner.
- The same report by Shepherd stated that the software major Cisco cut its overall training costs by about 40 to 60 percent when it transitioned to e-learning from classroom training, while improving its overall employee performance and job effectiveness.
- As per the research cited in Judith B. Strother’s report, software giant IBM saved big by moving to online training. IBM cut its training costs by roughly $200 million, which was one-third of its previous training budget.
3. How to cope up with changes?
Companies come up with new products or services every other day. Appointing new sales employees and allocating franchisees or giving dealerships are routine activities for multinational firms. Whether it is a big Fast Moving Consumer Goods (FMCG) company or a giant software corporation or a highly reputed pharmaceutical organization – sales force, franchisees and dealers are a mixed bag of the old and new.
In this scenario of ever changing situations, how can these large businesses achieve their sales targets without proper sales training for their sales force?
E-learning is the perfect alternative that can cater to the growing needs in sales training. Online sales training is helpful to impart quick training for new employees. E-learning also supports senior sales personnel sharpen their existing knowledge. In a sense, e-learning plays the role of an equalizer between new and old sales employees.
4. Is our sales training comprehensive?
Industry trusted research shows that in many cases, 48 percent of sales employees go ahead with their sales ideas by trial and error. How can the productivity of sales people improve without comprehensive sales training? In-depth training for sales force on all products/services and training on new ones are the keys to successful revenue generation.
When it comes to extensive sales training, you might think of adopting e-learning. In a multinational pharmaceutical company with hundreds of products, it may not be possible for the sales manager to explain the intricate details of each medicine. E-learning can successfully fill these gaps.
You can train your sales force on a number of products with e-learning modules. You can easily retrieve the required information on a specific product from these modules and explain the features to customers.
5. Does recalling seem to be a challenge?
As a seasoned sales manager,you know that traditional methods of sales training can have less recall capability. It needs constant reinforcement about the products/services the sales personnel sell.
E-learning can fetch and sync across various digital devices and makes provision for consistent reinforcement to your sales team. Through this, their confidence to make deals can become better. Obviously, constant reinforcement can lead to higher recall and this recalling capability helps the sales team apply the training in action.
6. Can we keep training at finger tips?
When going to meet a potential client, if the sales representative calls you to get his doubts cleared and for more clarity, how would you, as sales training manager, feel? Not very good, right? How about opting e-learning for sales training, where the training modules are always at sales teams’ finger tips.
With micro learning facility, sales managers can upload the products/services catalog training modules in byte sized nuggets, into the sales teams’ iPads, tablets and smart phones. This helps your sales team access the training from anywhere, anytime.
7. How to train scattered sales teams at a time?
Training sales teams spread across various regions can be time consuming and a hectic exercise for sales training managers. Is it possible for global companies to train the sales force who are dispersed across continents on a new product launch at another corner of the world simultaneously?
Well, a big Yes, it is possible with e-learning. By exploiting the advanced technologies, e-learning can rollout a synchronized training to sales team on product launches at a time across the globe.
8. Can we simplify the complexity?
Some products are too complex to explain in words. They need demonstrations, more explanations from production experts about their usage and precautions while using. As the training goes on, the sales force encounters some doubts.
After all this, sometimes sudden glitches can pop up when demonstrating before actual customers. Where can they run at that moment? E-learning in sales training can explain the complex topics more clearly through demonstration videos and graphics in an interactive manner.
9. How can we train busy sales bees on-the-go?
As a sales manager, you know better that we cannot constrain sales personnel to sit for training, while the clock is ticking and potential customers waiting out there. Sales executives need to be always on the move in search of business.
If they are limited by boundaries, competitors come and occupy the vacant market regions. Traditional sales trainings cannot help them save time; rather these can restrict and confine them to just a few places. Then how can companies get profits?
Do you want to provide sales training on-the-go? E-learning comes to support and fulfill the training needs of travelling busy bee sales executives. Online training modules for sales training are available on a wide range of devices, so that the sales force can access them anywhere, anytime, on-the-go to help them sell better.
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