Compared to the \u2018Understanding the Customer\u2019 workshop the team had attended in the office some weeks ago, this course just wasn\u2019t worth her time. She could remember pretty much everything she\u2019d learned from the in-person workshop. Taking part in the role-plays, group discussions, and Q&A sessions really helped consolidate her knowledge. Being with the other sales reps was fun, too.<\/p>\n
It was only a few minutes since she\u2019d signed out of the online training, and she\u2019d already forgotten most of what was on the PowerPoint slides. In the future, she\u2019d opt out of the online training courses. It\u2019s a shame, because she knew she had a lot to learn. And was keen to progress in her role. But sales training just doesn\u2019t work unless you\u2019re all in the same room, right?<\/p>\n
Myra\u2019s experience isn\u2019t uncommon. But, it\u2019s not the format that\u2019s to blame here. It\u2019s the approach. And the content.<\/p>\n
The truth is, an engaging sales training program<\/a> <\/strong>has digital technology at its heart. But it needs the right approach and the right commitment to make it work.<\/p>\n Deliver training that helps meet and beat sales quotas We opened this piece by citing one scenario. But it\u2019s just as common for employees to have the opposite experience. For example, a boring PowerPoint presentation delivered in-person vs. a dynamic and interactive workshop delivered online.<\/p>\n At first view, in-person training appears more suited to interactivity<\/strong> (a key aspect of sales training). And seems to be more inclusive. But, in practice, the opposite is often the case.<\/p>\n If your sales reps are dispersed or working remotely, attendance rates for in-person sessions will be lower than digital alternatives. And, yes, if you\u2019ve got people physically present in a room together, they can interact with each other. But they can\u2019t interact with the content. Or, use alternative non-verbal forms of communication that might suit them better.<\/p>\n Similarly, in-person training sessions, which take time and resources to organize, are usually longer in length because they have to meet a tighter ROI. And are, thus, less likely to keep your sales-hungry participants engaged throughout.<\/p>\n Digital technology provides an answer to many of these limitations. Contrary to popular belief, it doesn\u2019t equate to \u201ctraining in isolation\u201d<\/strong> (far from it). There are plenty of ways for it to be interactive and impactful. And it can be particularly effective in addressing some of the challenges unique to sales training. But, as we\u2019ve seen, good online learning doesn’t just happen.<\/p>\n So, what does an engaging sales training program look like? Let\u2019s find out.<\/p>\n Ask your sales reps what excites them about their jobs, and \u201cclosing a deal\u201d is likely to top the list. Having this focus is an important part of what makes them (and your business) successful. But it can mean that, in their eyes, training comes a poor second. After all, aren\u2019t the 3 hours in a workshop better spent making calls or emailing prospects? How many leads could be lost in that time?<\/p>\n Designing an engaging training program\u2019s always important.<\/strong> But with an engaging sales training program, you have to work extra hard to get your attendees on board and keep them on board. Not only do you have to compete with the buzz that comes with closing a deal, but there\u2019s a specific sales mindset that needs careful handling too.<\/p>\n Goal-oriented and competitive, with typically short attention spans, your sales folks won\u2019t settle for death by PowerPoint. So you need to make their training exciting and purposeful.<\/strong> Which is where your online toolkit comes in. Here are seven ways a digital-first approach can help you do just that:<\/p>\n Short bursts of single-concept content, micro-learning is a sales rep\u2019s training dream. Lasting between 3 to 10 minutes, these small highly-focused sales training modules<\/a><\/strong> can work independently or as part of a wider program.<\/strong> Usually available in a digital library, the content is quick and easy to access. And the format\u2019s highly mobile. Both of which mean your busy reps can dip in and out whenever they have some downtime. And pick and choose the topic that\u2019s most relevant for them at the time.<\/p>\n For example, if your rep has a particularly challenging call scheduled in, they can quickly run through the relevant training module<\/a><\/strong> beforehand. This in-the-moment approach is the perfect way to engage your goal-orientated reps. The immediate application of knowledge acquired also boosts retention.<\/p>\n Looking for an effective way of engaging its salespeople and service technicians, specialists in UVs and diesel engines, Isuzu UTE Australia, followed this approach.<\/a><\/strong><\/p>\n To make sure that salespeople were engaged in their training, they built courses that lasted no longer than 10 minutes. And an internal survey showed this was just what was wanted.<\/p>\n \u201cSalespeople have a very short attention span,<\/em>\u201d said Andrew Greene, Isuzu UTE Australia<\/a>\u2019s senior product analyst.<\/p>\n \u201cWe find that they’re doing a lot of things in the dealership at one time. And for them to sit down to an extremely long module, let\u2019s say 15 or 20 minutes, they won’t do that. We asked whether the 10-min modules were too long or too short. 93% [of employees] said that it was about right.<\/em>\u201d<\/p>\n Meet TalentLibrary\u2122 Whether it\u2019s smashing group targets or exceeding personal goals, most sales reps have a healthy appetite for competition. Replicate this concept in your training program and you\u2019re onto a winner. Online training provides the perfect space for this. If you\u2019re using an LMS to manage and deliver your training, you\u2019ll have a range of in-built gamification features to choose from. Using points, badges, avatars, rewards, levels and leaderboards you can channel your reps\u2019 competitive spirit.\u00a0<\/a><\/strong>The result? A fun and dynamic experience<\/strong> that sales teams can relate to and will be happy to engage with.<\/p>\n At Isuzu UTE Australia, they go one step further by integrating training achievements with their company reward scheme. The idea is that employees who complete a course on time get extra points for their sales excellence program. Good for engagement, good for business too.<\/p>\n When it comes to training, your sales reps will want to see a return on their investment. Tests and quizzes are a great way to demonstrate value added. As well as playing on your employees\u2019 competitive spirit, they act as confirmation that knowledge has been acquired. They also keep attention levels high by providing a break in format.<\/strong><\/p>\n With online learning, you can embed tests as part of your training program. And use interactivity to win over a potentially tough crowd. If you\u2019ve got the budget, why not create simulated test environments based around pain points your sales team will be familiar with.<\/p>\n Another key component of this is something your sales reps will value\u2014feedback. With online learning and interactive tests, you can provide an evaluation pretty much immediately.<\/strong> So your reps can take it away and apply it there and then. Another tick in the engagement box.<\/p>\n Video conferencing has many benefits when it comes to training. But, as we\u2019ve seen, it can be isolating and ineffective without the right planning or supporting features in place. Two-way communication is crucial<\/strong>\u2014particularly with sales training.<\/p>\n The good news here is there are easy-to-use video conferencing tools that support live training sessions. With these, participants can communicate in real-time, making them the perfect channel for soft skill<\/a><\/strong> role plays.<\/p>\n Most platforms offer enhanced, interactive features, too, such as live chats and polls. These are useful if you want to run a Q&A session or group discussion following a role-play activity. Screen and file-sharing features mean instructors can respond live to requests for additional resources or extra details.<\/p>\n Looking for an eLearning platform to host group discussions? Sales professionals aren\u2019t known for their reticence. In fact, talking with confidence is what they do best. Part of your digital learning toolkit, online discussion boards<\/a><\/strong> and social forums turn passive recipients of information into active participants.<\/p>\n
\n
\n<\/strong>Upskill your salespeople with TalentLMS.<\/span>
\nThe #1 sales training platform.<\/span>![\"Create](\"https:\/\/www.talentlms.com\/blog\/wp-content\/uploads\/2018\/06\/CTA.png\")
<\/a><\/p>\n
\nDon\u2019t blame the messenger<\/h2>\n
![\"7](\"https:\/\/www.talentlms.com\/blog\/wp-content\/uploads\/2022\/10\/engaging-sales-training-program.png\")
<\/p>\nHow to design an engaging sales training program<\/h2>\n
1. Microlearning<\/h3>\n
\n
\n<\/strong>A growing collection of bite-sized, ready-made courses that cover the skills
\n<\/span>your sales teams need for success at work
\n<\/span>![\"\"](\"https:\/\/www.talentlms.com\/blog\/wp-content\/uploads\/2020\/11\/TalentLibrary_CTA.png\")
<\/a><\/p>\n![\"\"](\"https:\/\/www.talentlms.com\/blog\/wp-content\/uploads\/2020\/11\/TalentLibrary-characters-row.png\")
<\/p>\n
\n2. Gamification<\/h3>\n
3. Tests and quizzes<\/h3>\n
4. Video conferencing<\/h3>\n
\n
\n<\/strong> Deliver interactive webinars with TalentLMS.<\/span>
\nThe training platform that users consistently rank #1.<\/span><\/a><\/p>\n
\n5. Discussion boards and forums<\/h3>\n