To be in a state of blissful ignorance is no longer bliss. A sales rep accountable for his sales targets can’t stay aloof from the entire sales process. He needs to be completely aware of the whole gamut of sales.
Scenario-based learning to improve decision-making skills
Learning through scenarios is an authentic way of learning as they place your sales reps in real life situations and test their course of action. They need to analyze the situation as well as the outcome of their decision as it impacts people, processes, and business outcomes. According to this journal on scenario-based learning, this way of learning helps improve decision making skills. Scenario-based learning offers sales reps a good scope to learn as they are already in the situation they are likely to face in the future and will learn how to deal with them in advance.
Microlearning to represent the stages of a process
The on-the-move sales reps will breathe a sigh of relief when they get access to knowledge nuggets just when they need. Their mobile careers do not allow them to go for a full-fledged training session, hence they take respite in these bite-sized modules that come to their immediate rescue. These modules can be accessed on their mobile devices they hardly part with and help them quickly hit their brain’s Refresh button before they meet the client. Each Microlearning module can teach them a stage in the process. Also, Microlearning can help in easy retention of knowledge as it is lost pretty quickly according to the Ebbinghaus Forgetting Curve.
Video-based learning to explain the sales process
According to a recent survey, it has been found that 98% of organizations are ready to use videos as part of their digital learning strategy this year.Video-based learning is an effective way to explain the sales process as videos are engaging and keep learners hooked to the session. Any sales rep who has missed a sales training session can watch a recorded version of it and make up for the loss. Moreover, watching a video of a role-play where a client and a sales rep’s interaction is portrayed, can also help the sales force learn the nuances of sales. Since, videos have a long lasting cognitive impact, they easily strike the right chord with sales reps.
Simulations enable your reps practice in a virtual environment mirroring the real system and provide a real life experience. Your reps get hands-on experience when they go through the Watch-Try-Do simulations. Simulations help sales reps commit errors in a risk-free environment. They learn better if they know how they will be affected by their mistake. The feedback they get also enhances their learning and keeps them on track. The process training delivered through various training techniques can be practiced with simulations to get a real sales perspective. According to Sitzmann’s Meta-Analytic Examination of the Instructional Effectiveness, learners had 14% higher skill-based knowledge level, 11% higher factual-knowledge level, and 9% higher retention rate as per a meta-analysis of instructional effectiveness of computer-based simulation games.
You cannot expect your sales force to reach for the stars without giving them their share of training. Unless they are thorough with the entire sales process, they cannot be part of a winning sales closure. Hence, custom eLearning solutions such as scenario-based learning, Microlearning, video-based learning, and simulation-based learning can polish your sales reps’ sales skills.
Have other interesting ideas to spice up product sales training? Do share your insights.