Product training for sales people should contain relevant, useful and user-friendly information. It should keep the context and requirements of sales people in mind. In Part 1 of this blog post, we touched upon some tips to ensure that online product training is effective. In this part, we will look at some of the things that should be avoided while designing online product training courses for sales people.
Information overload: Don’t overload your learners with information in the learning module that they will never need. Differentiate the content based on what is absolutely essential and what is good to know. Extra information can be included as separate resource but not as a part of the course.
Too much focus on features: During product trainings, we tend to focus too much on product features. However, from the sales people’s point of view, they need to focus on their customers’ needs to be able to convince prospects. Therefore, they would be more interested to learn how a particular product will satisfy their customers’ needs. So, it is important for eLearning developers to focus on the key benefits that products provide customers.
Dry, theoretical and technical: Sales people do not require detailed information about a product’s design components or its functions. Information relevant to them and to their customers is all that they need. Therefore, it is best to avoid dry, technical and theoretical information about products in the course. Relevant information can be made available at a central place, which can be accessed, if required.
Text heavy content: Too much text on the screen makes it difficult for learners to assimilate information. Instead, use infographics and visual aids to declutter the GUI and facilitate better knowledge transfer. Click-on tabs and roll-overs can be used to make the course more interactive while re-organizing the content for better learner experience.
Product knowledge in isolation: When providing product knowledge training for sales people, never talk about a product in isolation. If you want the sales staff to retain the knowledge, you need to create a context with real-life scenarios and situations. With stories that they can relate to, sales people find it easier to remember the details and apply such specific knowledge during sales meetings.
In short, product training for sales people should help in increasing sales revenues. It should also help them understand how their products help in meeting customers’ requirements. A customer-centric and learner-centric approach are required while developing product-training courses for sales people. This will prove to be helpful for them in meeting their sales objectives.
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