Training the sales team is a long-term investment and involves a number of challenges that sales directors and managers must overcome. Classroom sessions are no doubt very effective, but they incur enormous costs such as travelling and accommodation expenses of the trainer and other logistics. But with technology becoming more widespread in the workplace, organizations have found that the sales team which is constantly on the move and spread across the world can benefit massively from mobile learning.
Training a mobile team has its own set of challenges. We will see how mobile learning helps overcome these challenges.
Keeping Up with Change:
Change is the only constant. Over time organizational culture changes, customer behavior changes, and so do products and services, so the sales team training has to adapt to these changes to persist. In addition, the sales team should be up-to-date on all critical information such as new product information, competitor information, promotions, etc.
This is where mobile learning comes in. The sales team can be updated instantly as mobile learning is more efficient and flexible. For instance, when a new product is launched, the sales team can simply use their handheld devices and complete the current and relevant mobile learning modules.
Reducing Training Costs:
It is difficult to determine the exact cost of training a sales team, but usually all organizations face the same challenges. For instance, transportation and accommodation costs involved in transporting the sales trainer from one location to the other, multiple times for the same training.
We can overcome this challenge by providing training on mobile devices. Allowing employees learn from their Smartphones or tablets will help them learn at their own pace. Apart from this, the mobile learning modules, once developed can be used any number of times and to train multiple participants. It’s a one-time cost for the organization. Reusing these training programs will save training costs to a great extent in the long term.
The quicker the better! Trainings, particularly on product knowledge should be completed at the earliest. The handheld gadgets provide Just-in-Time (JIT) support to learners in an efficient manner. For instance, a sales person can’t wait for a long time to get trained before he can sell a new product. The training should be launched simultaneously with the product. Mobile learning courses can be developed quickly using the in-built features of the rapid authoring tools when compared to classroom training.
As the sales team is always on-the-go, training them on a continual basis becomes a tedious task. Mobile learning courses can be accessed by learners when it is convenient for them.
Getting buy-in from learners for the courses is another challenge that sales managers often face, so we can use various strategies to design engaging mobile learning courses. Some strategies include the following:
Game based learning is ideal to increase learners’ engagement. We can challenge the learner and give him an opportunity to think and decide on the right option.
Scenario based learning is very effective as it engages learners with content that is most relevant to their jobs. Learners are given scenarios that mirror real time experiences and examples, and urged to make decisions in the given situation.
Avatar-based learning transforms a boring subject into an interesting one and guides learners through a course.
Growth in mobile devices, the flexibility of providing timely training, reduction in training budget, have all changed the way courses are being developed, and delivered. A well-designed mobile learning course increases learning and retention and also repays your training budget.