Usually, product training focuses on imparting knowledge on the features, how to sell and how to use the product, and when the sales team gets on to the field, they get rejected or disappointed. This is because the training often fails to convey how customers benefit from your product. This point is usually overlooked and organizations feel that the sales team does not value training. But what they really value is relevant training.
Rick is in-charge of training the staff of a multinational pharmaceutical company on software applications. Recently, his company implemented a new drug-modeling computer application, and he was asked to train its people on it. Rick ensured that an excellent training program was developed and delivered to the firm’s learners. However, the well-designed program did not yield the desired results. What has gone wrong? Why did even a good program fail to train people effectively on the software? Well, the reason for the failure – the program was delivered only in English.
A post by Facebook’s CEO Marc Zuckerberg about paternity leave and to care for his newborn daughter certainly contributes to changing stereotypical thinking, creates a culture of inclusion and inspires others to follow suit. After all, the 1.7 million likes that Mark got for his picture changing his daughter’s diaper should have some impact!
Training the end users on usage of the new system application or ERP software, plays a crucial role in getting the best ROI of your new software implementations. Many organizations conduct such trainings in online mode. Often, they outsource such online training course development requirements to the third party custom e-learning service providers. But, one major challenge the organizations face is that they are not allowed to share the software login credentials with third party firms.
Why do many product sales training programs fail, despite providing the right information to their learners? Where does the problem lie? Well, they are not based on adult learning principles. Many companies often focus on the content to be delivered to their sales staff, but only a few design their programs based on adult learning principles.
Recently, a sales rep of a mortgage company visited me. I told him I was looking to buy a property in downtown Hyderabad and wanted to know about his company’s products. The rep explained the various products of his firm very clearly and detailed how they were better than those of his firm’s competitors. I liked one of the products and purchased it. The salesperson also offered me a loan protection insurance product which was highly aligned with my needs, and I bought it – another successful cross-sale for the skilled sales rep.
For many years, Pharmaceutical companies followed a fully integrated business model, where they handled every aspect of their business, right from R & D to commercialization. However, the marketplace is undergoing ‘huge changes’ according to a whitepaper published by PwC titled, “Pharma 2020″. The 2009 report indicates that by 2020, the traditional business model will not be able to meet the market needs and generate profits. The report predicts that there would be two main business models that will emerge.
As a compliance training manager, you face a different set of challenges compared to other training managers. You have very important issues to consider – the environment in the workplace, relationships with third parties and partners, and compliance with your industry specific laws and regulations.
I hated every minute of training, but I said, “Don’t quit. Suffer now and live the rest of your life as a champion.”
- Muhammad Ali
Are you implementing an Enterprise Resource Planning (ERP) system? How can you get the best value for the money and efforts spent on the implementation? What does it take to ensure that the system is a big hit? Well, you need to focus on a vital aspect – training your end users.
The senior vice president (SVP) of a consumer electronics firm is mulling to enhance the efficiency of its sales people. The product training manager of the company has a good idea – provide the sales staff iPads, so that they can get good just-in-time (JIT) support which helps them perform better. But, the SVP rejected the idea stating it would cost hundreds of thousands of dollars. The product training manager was disappointed.