Every year, organizations spend a lot of amount on training their product sales representatives. Let us see an interesting statistics that shows what organizations would gain if they spend so much amount in training.
A survey on sales states that “if continuous training is given to the employees, about 50% growth in net sales is noticed” (http://www.thebrevetgroup.com/21-mind-blowing-sales-stats/). With such a positive impact on the growth, there is no doubt that organizations focus on training their sales representatives.
Here are a few reasons behind training the sales people for product training:
- People tend to buy products from knowledgeable persons. So a confident sales representative with complete knowledge on the product gets you more business than others.
- To meet the current trends, organizations periodically upgrade their product features. So it is essential that the sales representatives must be updated about these features in order to improve sales.
- On-the-job training is not appropriate for this kind of profession, as there is always a chance of losing a customer. So it is important to train the sales representative about the situations he might face when he meets a customer and as well as be prepared to answer the questions he may be asked by the customer.
Why E-learning for Product training?
Flexibility is one of the major advantages that e-learning has. Regardless of the time and place, the learner can access the online courses according to his or her convineince.
Organizations are usually spread across the world; through e-learning we can deliver a consistent training material to all the employees. Another benefit of e-learning is that the course once created can be translated into various languages.
With the periodical upgradation of the product, you can update existing e-learning courses with a minimal cost.
We can create bite-sized modules, which can be 3 to 5 minutes long. This could help the sales professionals to simply have a glance and reinforce their knowledge on the product before meeting the customer.
Instructional Strategies for Product Training Course:
Here are a few instructional design strategies that could help to create effective product training courses.
To sell the product effectively, the sales representative must clearly understand what the problem of the customer is and how his product is the best solution to that problem. So to help the sales representatives in this context, we can create scenarios that relate to real-life situations. This helps him understand the customer problems and also helps him to explain the benefits of the product to the customer.
For example, take a look at the screenshot below, which is taken from one of the product training courses called”calibration product.” In this course, we have created a scenario where the customer was having a problem with manual calibration. Later he comes across the benefits of the calibration product and asks for the demo of that product.
Theoretical explanation may only give a rough idea on the product. The sales representative with this knowledge might not be able to clarify all the doubts of the customer. For effective understanding, we need to use videos. We can incorporate videos to educate the employee about the functioning of a product, its features, its advantages and also the precautions that we need to take to handle the product. This gives him an actual picture of the product and helps him explain all the queries of the customer very confidently.
3. Animations and Simulations:
Animations are a great way to make your learners remember more. For example, you can use animations to demonstrate the pharmacokinetics of a drug. Animations improve the look and feel of the course and also help in knowledge retention. The following screenshot is taken from one of our product-based courses where the pharmacokinetics of Bisphosphonates was shown in animation.
For a complete knowledge on software products, simulations are the best way to teach. To clearly understand the steps of using the software, you can let the learner first watch the steps and then try it himself with the help of certain hints popping up at each step.
Choosing the Right Authoring Tool for Product Training
Based on the requirements set, we need to choose the authoring tool that meets all these needs. So for choosing a tool for product training, we need to consider these points:
- A tool that can easily translate the course in multiple languages.
- A tool that can produce HTML5 output, which helps to access the course in any device.
- A tool that supports animations and allows to create interactive slides.
Here are a few tools that can meet these requirements:
|It is one of the powerful and widely used tools. This tool allows you to create highly engaging and interactive courses. About 47,500 combinations of illustrated characters with different poses come along with this tool, which can be used for creating scenarios.||This tool helps you create simulations easily. It allows you to publish the course to HTML5. One best feature of this tool is that it can make your course responsive to multiple devices.||It is one of the best tools know to translate the course in multiple languages. This tool also supports to translate in languages like Arabic where the writing style is from right to left.|
One of the most effective methods to deliver Product Training to your sales force who are always on the move is through ep-learning. By following the tips I have mentioned above, you can make your online product training coures enagaging to your learners. Have anything to say? Please do share your views!