Like in Marvel’s ‘The Avengers’, you cannot initiate a superhero recruitment and hire the stars to build a top performing sales team. Can you? You have to hire people who have the potential to build the skills needed to sell. And ‘skill’ does not mean they talk a lot about your product, somehow convince the client, and sell the product. A true sales person must also be a good listener. First completely listen to clients’ problems and then talk about your solutions.
If you don’t know, learn. If you already know, apply. If you know and have applied, improve. -Anonymous
It is a well-known fact that effective sales training plays a key role in the success of today’s organizations. Companies launch new products rapidly to survive in a competitive market. To be successful in a growing market, a sales person should have good knowledge on his company’s products as well as its competitor’s products. But, how will an organization know that the product released by it is an excellent product? How can sales people be trained effectively? How can organizations ensure that their sales personnel are equipped with the needed knowledge and skills to meet the challenges posed by a dynamic world of business? Well, organizations need to focus on a few key topics in their sales training programs.
Every organization needs to follow a set of rules and procedures to avoid huge penalties. To do this, employees have to be trained effectively on the applicable rules and procedures. About 98% of organizations want technology-enabled compliance training to help manage risk more successfully (Towards Maturity, 2013).
Why do you need to create and deliver a highly engaging online compliance training course? What if you receive negative responses from your learners? Why are online compliance training courses boring and unappealing?
Recently, I was working on a software training project. The objective of the training was to enable users of the software to manage fuel levels of the assets in an effective way. The software is used by many users such as operations manager, equipment manager, administrator etc. Often, simulation-based strategies are used to deliver online software training. But, in many cases, learners find simulations boring. But, there are certain situations where you need to use other approaches along with simulations. So, what are those approaches which make your online software training courses engaging?
E-learning courses on orientation training, safety training, etc., can be made interesting, instructionally and visually, by adding scenarios and ‘real’ images. But, how can you make online product training courses interesting and engaging, apart from using product images?
We, as online course designers, usually have a mindset that online product training courses are simple and straight forward with less scope for creativity. This is completely wrong. Product training courses can also be made engaging. Let’s see how.
Constant change of technologies calls for the change in the way organizations implement and adapt to them. Whenever a new process is introduced employees might be reluctant to the change. This resistance needs to be identified and certain measures need to be put into practice for a smooth transition from old to new process adaption. The higher officials of an organization should communicate with the employees about the change which results in the clearance of any uncertainties among them.
Mark and Sam are the product sales managers of two leading consumer electronics firms. Recently, the two organizations introduced new LED TVs into the market. The two products shared many similarities, and their price was also almost the same. However, Mark’s product became a big hit in the market while Sam’s TV lagged far behind. Sam was at a loss to understand what went wrong.
Millions of dollars are spent on launching the new product, but still new product launches are not successful because but the sales team is often neglected and products are released into the marketplace. Also, statistics reveal that $15M is spent on marketing new products and yet 55-80% of new product launches fail. Most of the sales leaders’ report that the sales force need to do a better job introducing new products to market.
Many startup companies, when launching a new product that is absolutely foreign to the market, spend as much time as possible to train their employees about the product. But your prospective customers know nothing about it. This is where the product can fail to live up to the potential. So, customer product training becomes extremely important.
With the increasing complexity of products, constant product innovations and new age customers on board, it has become imperative for organizations to think about providing comprehensive and constant training to their sales teams.