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Using E-learning to Address 3 Major Pain Points of B2B Sales Enablement

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Using E-learning to Address 3 Major Pain Points of B2B Sales Enablement

How can you ensure that your sales people work effectively? What does it take to drive the performance of your sales staff? Well, you need to focus on resolving 3 key sales enablement challenges. Let us see what they are and how they can be resolved.

Challenge 1: Providing the right information to the sales rep at the point of need

Inability to access the right sales content, at the right time, at the right place is a major detriment to good selling. A survey conducted by Allego revealed that 26% of sales staffers could not find the information needed to make a sale. You need to make sure your people are armed with the right information to close deals.

Solution: This problem can be addressed through mobile learning. Most reps spend their time in travel, and this makes the training format ideal to provide them proper just-in-time (JIT) performance support. Consider the following scenario.

A sales rep of a medical device manufacturer is interacting with the chief radiologist of a hospital, trying to convince him to buy his company’s latest PET scanner. The doctor wants to know how this scanner is better than those manufactured by other firms. The rep accesses a micro-learning module on his iPhone and uses the information in it to explain the superior features of the device in an effective manner. This creates a good impression on the radiologist and a sale is made.

Challenge 2: Developing and updating product training materials in time

A major factor that contributes to the success of a modern organization is the effective “synchronization” of its product training programs with the launch of its new products. As product life cycles get shorter and the time-to-market reduces considerably, a time lag between product releases and training could prove disastrous. Also, many a time, firms need to update their learning content on products in quick time. A survey by Allego revealed that 47% of sales reps found that their product training materials were outdated. Companies need to develop and update courses effectively and in quick time.

Solution: The online medium is ideal to meet the demands for quick delivery of effective product training. Today, thanks to various rapid authoring tools such as Articulate Storyline, Adobe Captivate, Lectora Inspire and so on, a 60 minute online training module can be created in just 3 weeks. You can also update product training courses in short periods to meet the dynamic learning needs of your sales people.

Challenge 3: Enabling sales people to access learning content on the device of their choice

Research reveals that 19% of sales people complain that they are compelled to use a separate device or technology to access the training content. Salespersons are often frustrated by their inability to access the training content on their devices, and some may even drop out.

Solution: The answer to this problem is developing responsive online courses to train your sales teams. These courses are platform-independent and can be accessed on all devices in a seamless manner. Also, responsive e-learning helps reduce the cost of developing training materials for sales people. This is because it eliminates the need to develop a separate version of the course for each device.


Mobile learning is the ideal medium to train your sales staff members “on the go” and deliver effective JIT support. E-learning courses can be developed in short periods, and this makes the online medium the right choice to impart product training to sales teams. Responsive e-learning enables your salespersons to access content on the device of their choice, eliminating the need to use separate devices. Hope you find this post useful. Do share your views.

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