We all know the saying ‘health is wealth’. When it comes to an organization and its sales team, this saying can be taken literally. Why? The revenue (wealth) of an organization relies heavily on the strength (health) of its sales force. Providing effective training to the sales force plays a major role in determining its efficiency. When it comes to sales training, technology-enabled training has proven to be more beneficial compared to the traditional classroom training and the below statistic vouches the same.
According to a recent survey, several software companies found that by using eLearning to train their sales force (as opposed to the traditional approach of instruction), they were able to reduce the time it took to market their products by six weeks.
Technology-enabled training can help the sales team achieve the business goals of an organization in lesser time and cost. Here are a few tips on how to train the sales team using technology-enabled learning.
Collaborative learning is one of the learning approaches which urge the participation of employees to work together, solve problems and put in team effort. Collaborative learning when used for training the sales staff, can help create healthy competition and instill the right motivation among them, urging them to perform better. This type of learning would not only let the employee learn from the training material but also from his team members, filling the information gaps if any.
Collaborative tools or resources aid the collaborative learning process. These tools are of two types.
Asynchronous collaborative tools: These resources such as videos, webinars, blogs, SlideShares, and social media, can help the sales people connect with other employees located elsewhere without going online.
Synchronous collaborative tools: These resources can be used by online users such as live web conferencing, online chat, etc.
These collaborative tools are generally available in the Learning Management System used by many organizations. When done correctly, training the sales force using these collaborative tools and the collaborative learning approach can be beneficial.
Another technology-enabled learning tip to train the sales force is by using the concept of micro learning. Sales employees do not have the time to spend long hours in lengthy classroom training sessions. Micro learning helps them learn fast and flexibly.
For instance, let us take the case of product training. If the sales force of an organization is provided byte-sized information about various products, it would help them gain the required knowledge faster and easier. The recall value is also high when it comes to micro learning, making byte-size the right size!
Micro learning is not only useful for the employees but also the organization as the developing and updating the courses would be comparatively easier.
According to Statista, the number of app downloads is about 102,062 million currently. It is expected to reach 268,692 million by 2017.
The rapid growth in the usage of mobile phones has led to an increase in the creation and usage of mobile apps. Using these mobile apps to train the sales force of an organization would be beneficial for many reasons out of which the following are a few.
Convenience: One of the reasons is convenience. Mobile apps are available ubiquitously, making it convenient for the sales team to access the training content.
Accessibility: These mobile apps can be accessed anytime anywhere. Due to the easily mobility of Smartphones, a sales person can access the course during unproductive times such as when waiting for a client. He can also refresh the material on various products in a hassle free manner.
Byte-sized: As the training content is short and crisp, it is easier for the sales personnel to understand and retain the information.
The goal of any learning process is to create a good learner experience. A good learner experience is created when the training course is interactive and engaging. One of the ways this can be achieved is by incorporating videos in the course. Usage of videos would not only help convey complex concepts easily but also help learners understand quicker through short bursts of information.
For instance, an organization can store the required materials related to its products in the form of web-based videos which only the employees can access. Sales employees can refer to those videos at their own pace, gaining knowledge about the respective products.
FAQ – A Frequently Asked Questions page can be found in almost all ecommerce websites. This concept can be incorporated in training the sales staff of an organization. The FAQs asked by the customers should be noted and added to the sales training courses. A sales employee would thus get a clear idea of what he needs to know while interacting with customers. This not only gives him an overview about the basic needs of customers but also helps him answer the questions posed by the customers faster and better, which in turn would result in customer satisfaction and higher chances of closing a sale.
These technology-enabled learning tips can be used to train the sales force of an organization in order to increase their productivity and achieve the business goals of an organization. Have anything to say? Please do share!