You might have come across many courses; which of them do you remember the most? Which of them made a lasting impact? Do you remember the main message and content even after months? The course I remember till date is the one that used storytelling to convey key messages.
The purpose of any corporate training strategy is to help employees achieve the knowledge and the set of skills they will need in the long run. The training program for the employees has to be memorable for achieving best results. Now-a-days, many companies tend to make one major mistake – they emphasize the financial aspect of training. Instead, they should focus on making the training as memorable as possible for employees. This is the only way employees can make good use of what they have learnt. Having said that, use the five tips listed below to ensure your sales training sticks to the employees’ memory like glue.
1. Use stories
Storytelling motivates and engages learners; also if an emotional impact is created in their hearts, it helps them remember the content for a long time. For example, we can create a story that demonstrates likely customer situations. Mr. A of XYZ Company was discussing different ways to reduce the time taken for company’s products’ manual testing. Our product ABC, that reduces the average testing time by half was provided to him. Such stories when used in the course demonstrate the value of the product to the customer and also help the sales force remember it better for a long time. This naturally translates into more effective interactions with the customer.
2. Avoid jargon
Simplifying your content is the first way you can make a super technical course interesting and employees will understand a concept faster when it is presented in a simple language. If jargon is used in the course, it may sound smart, but if it doesn’t make any sense to you, it will not make any sense to the learner too. If simple language is used, it will make what you say clearer to the sales people and stick in their minds much better. So, use common terminology and present the technical subject-matter in words which are easy to understand.
It is unnecessary to say – RLO (Reusable Learning Object)
When all you want to say is – A Reusable Learning Object is the smallest standalone and independent unit of learning designed for re-use in multiple instructional contexts.
Videos can be used to offer memorable learning experiences for the sales force as they are easily and quickly digested, even if the content is complex. The products’ constant innovations and upgrades add up to the details that sales employees must learn on time and be up-to-date with the changes. Each and every product is unique in terms of its features and usage. It is too difficult for the sales team to remember all these, unless you show them; so videos are of great value to demonstrate the working of a product and this will stick in their minds much better for a longer period.
Videos can be used to train sales force on topics such as features of products, functionality, handling instructions that are to be followed while using the product and how the features differ from other products. The sales force can also share them for better understanding of the product with customers, dealers, and other resellers.
Games play an important role and well-designed games impart effective training in a fun-filled manner. They can also be used to help sales people acquire negotiation and selling skills, very effectively. By using games, the sales force can be motivated and trained on new products and their features. A simple game can be created in which you can ask learners to identify the new products and their features and the response of the sales representative is decided by the learner. The learning objectives can be used as a task for the learner that is to be completed, and each module can be the next level of the game. With the help of gamification, you can turn subjects into fun e-learning courses and this provides a memorable learning experience to the learners.
5. Use real scenarios
Using real scenarios helps learners feel more connected with the situation as they can relate themselves with it because they are fully able to explore the subject and can make decisions based on prior knowledge.They can also see the consequences of the decisions they made through the scenario.For example, if you’re creating a sales course on how to master a sale for the novice or junior sales representatives, you can create a scenario between the customer and them. In this scenario, the customer asks questions and the answer of the sales representative is decided by your learner. This practical approach helps in two ways. The first way represents how a real life sales situation is like and the way is it has great recall on the job application. Here is a decision making scenario you can use to make memorable learning experiences for the sales people and this helps learners understand the skills necessary to sell their product successfully.
I hope these tricks will help you make the learners understand the subject clearly and stick in their memory like glue. Have anything to say? Please do share!