What made the so-called unsinkable Titanic sink in the summer of 1912? The Titanic boasted of its unparalleled engineering and sophisticated design, but everybody is familiar with the fate it met that night, when it hit the iceberg. Wonder how the unsinkable Titanic sank? Also wondering what it has to do with sales training? Training your workforce is an equally gigantic task like the size and majesty of Titanic, but in spite of having unparalleled and sophisticated training, it may not succeed if you fail to engage learners in the training. How Scenario-based learning can be your mate in sales training forms the essence of this blog.
Why Scenario-based learning?
When learning is incorporated with scenarios in order to enhance the subject content delivered, it is termed as scenario-based learning. Scenarios provide learners a platform where they can gain an in-depth knowledge of the subject as they are engaging. Let’s see how these assist sales training.
Potential mines of motivation
Scenarios motivate the learner by drawing him into an engrossing story. The course of the story leads him to a scenario that he needs to explore. Certain challenges and questions are positioned in the learner’s mind and the learner needs to take action. The scenarios give way to the learner’s thought process, thereby stimulating his mind to proceed. This learning approach allows the learner to perform on the given scenario by applying the acquired knowledge.
Prepares for challenges
Scenario-based learning challenges the learner and permits him to commit errors. The consequences of his wrong decisions are highlighted and he’s given an opportunity to redirect and change his course of action and then observe the results. Hence, here the learner is blessed with more than one opportunity to go through the situations he may confront in real life. This approach aids in the application of his knowledge as he has been put through the scenarios already. When similar scenarios arise in real life, he knows how to deal with them.
Provide visible rewards
Scenario-based learning provides a lucid picture to the employee on how he is benefited by this learning approach. He clearly witnesses the benefits he’s going to earn through scenario-based learning that would support him in the long run. The knowledge and skills gained by scenarios are rewarding in real world situations. Motivated by the rewards he is going to get, he ensures the training session is fully utilized.
Scenarios can’t forecast the future; instead they help us explore several ways the future may unwind. They help us in forming a vision about the future and develop strategies and effective policies that can be implemented at the moment. They help us identify what the stakeholders’ expectations are, in any given situation. Hence, muse and intervene with the idea of Scenario-based learning. I am sure, you will only reap benefits.