eLearning Sales Training Best Practices
For many businesses, a steady flow of sales is essential to their growth and long-term success. As more companies embrace a hybrid work model and stray away from physical offices, they’re taking their sales development rep training online. There are many benefits to online sales training that we will explore in this article.
Benefits of Online Sales Training
Your sales reps may not spend eight hours a day staring at a computer. With access to online training, your sales team has the flexibility to explore the material at their own pace and on their own time. While you can still set deadlines, you’re giving employees the opportunity to interact with the lessons when it is convenient for them.
Not every salesperson is motivated day in and day out to do their best work. Providing them with engaging, custom eLearning training courses filled with knowledge assessments can ensure retention. As many courses also come with scores, it’s easy for you to see which employees are performing well and which could use additional assistance.
Easy Access to Information
eLearning gives your company a unique opportunity to deliver information to your employees at lightning speed, even providing them real-time access if necessary. Your sales team will love the chance to present to audiences, follow up on deals, and talk with clients. In just a few clicks, they will be able to access the training information, always providing clients with the most accurate and updated information.
Documentation helps your sales team reference information when they need it the most. All resources are saved as digital files in their respective formats—documents, podcasts, presentations, and more. In the case that an employee wants to review a piece of material such as a podcast or a video, they can easily do so.
Content Consistency and Quality
In-person training may not always be the most consistent method of learning. Another benefit of online sales training programs is that they provide consistent messaging to your team as a whole. The fact that all information is available online also makes it easy to update. For example, if a different promotion is available or there’s a change to an existing offer, it can instantly be updated for your team to access.
Another employee benefit of sales training is how portable the content is. Your team can log in on their smartphone, desktop, or laptop to view the latest training session. This helps to maximize attendance and reach a larger pool of people with fewer company resources. Even if a salesperson is traveling to a meeting, they can pull up the course on the commute.
Best Use Cases for eLearning in Sales Training
You may be curious about how to use sales training eLearning in the most effective way possible. Consider these five scenarios to get started.
To give your new sales reps the highest chance of success at your company, you should aim to give them a bird’s-eye view of your processes and establish a sound onboarding plan. As onboarding is a fairly cookie-cutter process, it lends itself extremely well to custom eLearning courses.
Depending on the type of company you run, you may need to implement product training to help your team understand how to sell in the field. Product training is easy and straightforward through eLearning courses and eliminates the need of your sales lead to give individual training sessions time and time again. Plus, as products are updated, you can create new courses that explain their benefits and weak points.
Standards and Best Practices
All of your sales representatives should be aware of the standards that are established at your company. They should also know the ideal tools that you use to implement your work. For example, many companies use a CRM system; if you require your team to use it, create different video lessons for them to reference to get the most out of it.
Specifics of the Industry
eLearning is the most impactful when you can pass along specific expertise to your sales team. These small nuances may not seem like a huge deal but they can have a huge impact on the confidence of your sales team when they are interacting with customers in the field.
eLearning portals provide an opportunity to assess your team members to determine who knows the product the best. Performance reviews can occur in a routine mode where employees complete the test following a specific course to consolidate their knowledge. Performance reviews may also occur for the entire department on one day, allowing the manager to evaluate the performance.
5 Sales Training Best Practices
Now that you’re aware of the best use cases for eLearning courses in sales and call center training, let’s explore the five best practices to set you up for success.
1. Start Your Training As Soon As You Hire
The first sales training best practice is to start training your sales team as soon as a new member comes on board. This allows them to soak up as much information as possible and allows them to begin working on hitting their sales target immediately. One way to ensure a smooth training environment is through a well-designed onboarding program that can guide new team members through the information they need to know.
2. Transition to Online and Asynchronous Training
If your team doesn’t frequent an office every day, you’ll need to utilize some sort of digital sales training to be productive. Transitioning your training online can help to reduce employee disruptions and give them the freedom to get through the material when it is convenient for them. If needed, they can also rewatch older training videos as many times as needed to thoroughly soak in the information. As an added bonus, it’s possible to connect your CRM with your LMS system.
3. Gamify Your Training
The sales industry is naturally competitive, why not take advantage of this and use it to your benefit? By adding gamification and game elements such as points, badges, and a leaderboard to your online sales training, it helps encourage friendly competition within your team. Consider offering the top rep or team a prize to motivate others to take your online training courses seriously.
4. Don’t Forget Soft Skills
Your training should also cover the soft skills necessary to thrive in your field. This means that your sales team has the skills to connect with customers and work well with other sales team members. By providing them with content on topics such as effective communication, emotional intelligence, productivity, leadership and critical thinking, you will create a stronger and more collaborative working environment that fosters personal and professional growth.
5. Always Be Cautiously Learning
Rather than thinking of training as something that only happens once in a while, think of it as a consistent tool to lean on to foster professional development. The sales field is constantly changing and hyper-competitive, and how to train your sales reps should always be at the top of your mind. Avoid one-off training where information will likely be quickly forgotten. Consistent learning is the best way to get the most impactful results.
eLearning for Sales Training: Allegro Media Design Can Help!
If you don’t currently have an online employee training program implemented at your business, don’t panic! It’s not too late to implement an effective training program, and our experts at Allegro Media Design can help curate beautiful and engaging courses for your business.
Don’t miss out on this opportunity to enhance your sales training for better results. Contact us directly to see how we can help your team!