Jim is the sales training manager of a large pharmaceutical company. His firm had implemented a software application to automate their sales process, to improve selling efficiencies. But the drug manufacturer noticed that productivity of its sales staff has come down considerably after the implementation of the software application. The organization conducted a thorough analysis and found out the root cause of the problem – lack of proper training on the software.
Many organizations face similar problems. Firms spend large amounts of time and money in implementing sales process automation software. But, seldom do they focus adequately on training their staff on the software. Companies need to remember that mere software cannot do miracles. Their people NEED TO KNOW HOW TO MAKE THE BEST USE OF THE SOFTWARE. Training makes all the difference here. By providing proper training on its sales process automation software, a company can ensure that its employees:
People are happy the way they are and they want to know why they need to change, and what is wrong with the present sales processes. They are worried and apprehensive about what is going to happen to them because of the newly introduced software. It is very important that the organization addresses these concerns of the staff members effectively and educates them on the benefits of automating the sales process.
A short video containing a message from the CEO and/or other members of the top brass goes a long way in assuaging the fears of the personnel. It can be used to explain how the software would help streamline the sales process and realize the vision of the company.
Adapt to new processes
Most organizations see the implementation of the sales process automation software as an opportunity to re-engineer their exiting sales processes. It is necessary to train the employees on the modified processes and provide clarity on their roles and responsibilities. This enables the staff to orient themselves to the new processes and adopt them effectively.
Classroom training sessions or workshops need to be held to explain the new business processes and key concepts of the software which are useful to implement these processes effectively. Micro-learning modules can be used to reinforce the learning.
Master the software
One of the biggest concerns of employees is that they may not be able to use the sales automation process software effectively. It is essential that organizations help overcome the fear of the “unknown computer application” and take steps to provide the best training on it. This is necessary to realize the full potential of the software.
Online courses containing watch-try-do simulations are very useful to train staff members on the steps involved in using the software in an effective manner. Simulations enable the employees to experience the software first-hand in a risk-free environment.
Good training helps educate staff on the benefits of automating the sales process and allays their fears of change. It enables companies to explain the changes to the existing processes and provide clarity to the staff on their new roles and responsibilities. Proper training facilitates mastery over the sales process automation software, thereby improving productivity. Indeed, effective training plays a key role in the success of a sales process automation training initiative.
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