It is a well-known fact that sales personnel face many problems while promoting their products in the market andwhile trying to survive in this competitive world.What are the reasons behind these challenges and how can they beovercome? Ineffective and tiresome trainings are to a great extent responsible for this outcome. These problems can be eliminated by providing an effective and captivating learning experience.
Well, e-learning could be the best solution because it allows sales personnel to access information anytime, anywhere, on using any device without compromising on their on-field work. It is a cost-effective training method to train sales personnel whose job involves extensive travel. As an instructional designer, how can you design effective and engaging sales training courses? You can do this by following these 4 best practices.
Offer bite-sized learning to reduce cognitive load
Break up content into 15-20-minute modules for better retention of information and to avoid cognitive load on the sales personnel. When the modules are easy to understand, learners can retain their knowledge for a long time.Also, sales personscan have a quick glance at the module and recap information just before starting a sales initiative to promote his or her company’s products into the market.
Make use of interactivities to enable active participation
Use adequate number of interactivities to ensure that sales personnel are actively engaged throughout the module. These interactivities should be designed in such a manner that they motivatesales personnel to explore, think, make decisions, learn fast, and retain conceptsin a better way.Based on the type of content, we use different kinds of interactivities (such as click on tabs, images, hotspots, and numbers).For instance, we use hotspots when explaining about the parts of a product.
Use videos and animations to engage sales personnel effectively
Incorporate videos and animations to demonstrate the working of your products effectively and efficiently. These can help the sales person apply his or her learning in real-life situations.For instance, if the content is related to explaining a process, then use animations. This helps in retention of information for a long time.Given below is the animated image through which we have explained the process of breathing in humans.
Include formative and summative assessments to reinforce learning
The most important concept is to include assessmentsto evaluate and challenge the learner. Assessments allow sales personnel to recall information already acquired.When providing the right answers, it is good practice to provide explanatory feedbackinstead of just indicating whether the answer is correct or incorrect.
Focusing on these best practices will help you develop an effective sales training course.Please do share your thoughts!