Creating Successful Sales Enablement Training
Be it a product or a service company, the sales force plays a vital role in organizational growth. The success of an organization depends on how well the sales teams are enabled. In this article, I will share 4 ways to help you make your sales enablement training a success.
It is critical for sales teams to keep themselves abreast of the latest knowledge on products or services as well as have the requisite skills to perform well. The success of an organization depends on how well the sales team performs and gets the orders that can be fulfilled by the product and service teams. Sales teams need to have a good understanding of the products or services that they are selling.
Generally, products and services will have periodic updates or new features. The sales team should be aware of the latest developments to better explain a product or service to clients. Any new information should be given to the sales team at the right time and in the right form.
Let us take a look at 4 ways in which you can make your sales enablement successful.
1. Custom eLearning Or Digital Learning Courses
Companies can take advantage of custom eLearning courses that cover various topics such as product information; techniques of objection handling or negotiation skills; and, soft skills, such as active listening or body language. The main advantage of custom eLearning is that organizations can customize it to suit their learning and branding needs. They can have messages from their leadership to make the learning more impactful for their sales teams.
2. Microlearning
Sales teams are always on the move and need the latest information on product updates or important changes in service offerings to be delivered to them regularly and on time. What’s better than microlearning [1] to do this?
Microlearning is a powerful way of helping your sales team acquire knowledge and implement it on the job. Microlearning, when implemented well, goes a long way in training and enabling the sales force to acquire real-time updates and knowledge bites that can be implemented Just-In-Time, such as helpful tips that can be used during sales conversations.
Learners benefit as they can go through the modules quickly and can repeat the learning many times as well. Retention is better and the application of the concepts on the job is better as well. Microlearning can be implemented as bite-sized eLearning courses, video nuggets, small games, quizzes, or infographics.
3. Videos
Short videos can be a powerful mode of communicating important messages. Whether the communication is about a product and its benefits, or newly added features, or messages from leadership, videos [2] are a great way to communicate with the sales team.
You can build videos using stock footage, photographs, icons, illustrations, or a combination of all these to convey the message effectively. Illustrations and images help to explain the day-to-day problems or issues in simple ways. Videos are thus a great way of providing an enhanced learning experience to sales teams.
4. Gamification And Game-Based Learning
Who doesn’t like games? Game-based learning [3]and gamified courses are another great way of getting the engagement level high for sales teams. Salespeople are generally quite competitive. Hence, using leaderboards, points, and badges in the courses will help you get the competitive juices flowing and will result in them taking the courses with more interest, leading to better retention of concepts and application of learning to the job.
In my previous article, “How to Design, Develop and Deliver Better Learning Experiences in 2020,” I mentioned the following:
Gamification and game-based learning will continue to play a major role in designing better learning experiences in 2020. Organizations will look to implement more game-based solutions as they see them as value adders for organization-wide learning.
Conclusion
To conclude, you can make your sales enablement program successful through a variety of training interventions, but how you deliver it is the key.
At Tesseract Learning, our learning architects and visual architects are continuously innovating and reinventing their approaches to design, develop, and deliver better learning experiences. We are leveraging our powerful new microlearning platform KREDO to create efficiencies across the training life cycle and to deliver optimal learning experiences.
I hope you find this article insightful and that it helps you enhance your sales enablement training. If you have any specific queries, do contact me or leave a comment below.
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Originally published at tesseractlearning.com.
