How to Turn Around Your Failing Sales Training
Your last management meeting was rather uncomfortable. Your team’s sales are down again for the second month running. You can’t afford for this downward trend to continue, so there’s only one thing for it — it’s time to put your team through sales training again.
The problem is, far from being the elixir you were hoping for, nothing’s changed.
Your sales training isn’t effective.
Now what do you do?
One Size Doesn’t Fit All
It’s time to get back to basics.
The mistake you’re making is that you have one static training course that you’re shoe horning all your staff into.
Everyone has different strengths and weaknesses, everyone learns differently and your sales training programme is just teaching them selling skills and not the in depth product knowledge they need (or visa versa).
Because it’s the same old course you keep pulling out, those who have been through it before aren’t engaged.
If you want to turn things around you’ve got to get mobile, relevant and interactive.
Take The Training To Them
Today’s sales teams tend to be spread about. Some will be full time, some part time and some remote workers. All of that adds up to a huge headache when it comes to delivering training content.
You need something that offers more flexibility.
That’s where mlearning comes in. It offers the same immersive experience of elearning, but in a mobile format so it can be viewed on a smartphone, tablet or PC. That way the user can learn in an environment that’s convenient to them.
Make It Relevant
One of the biggest mistakes made in the training world is creating generic material that’s ‘designed’ to cover all bases.
The problem is it doesn’t; all it does is bore the learner.
The content your learning delivers must be relevant to the learner’s every day workload. That way, what they are taught will stay with them because they will be consistently putting it into practice.
That’s why it’s important to offer tailored learning, or at least a pre-test that assesses the learner’s knowledge so only new information is delivered to them.
Keep Your Sales Reps In Shape
Learning new sales skills is just like learning to ride a bike — you won’t get anywhere if you don’t practice.
Giving your team the chance to practice and rehearse their new soft skills through a range of simulations will strengthen their communication skills so they hit the ground running.
After all, it’s much better to have a team that’s up to speed than one that has to practice on your customers.
Passive learning, in other words just reading from a screen or listening isn’t going to be effective.
To get your learners to take in what you’re teaching them, it’s important to allow them to interact with the learning material.
Using gamification techniques will draw them into the material, help them develop their knowledge and encourage them to participate and learn proactively.
The extra dimensions of mobility, relevancy and interactivity will help your learning materials change behaviours.
Sales training isn’t just about imparting knowledge; it’s about delivering new skills and information in a way that’s engaging, entertaining and immersive. Only then will you start to promote learning as something that’s beneficial as opposed to something that must be endured.