Creating impactful online sales training with an LMS
Learning is a crucial part of success for any organization. The more your business can learn, the more you can accelerate performance to gain an advantage over your competition. As Jack Welch said: "The ability of an organization to learn and translate that learning into action quickly is the ultimate competitive advantage."
Also, as the benefits of learning multiply exponentially, tools that give your organization a learning edge can lead to continuous improvements that accumulate over time.
For sales teams, these benefits multiply due to their direct impact on revenue. The more your sales teams know about the company's products, services, mission and messages, competitive information, and more, the better they can sell. Clear and simple, a more informed sales team is a higher-performing sales team. This has clear implications for the financial success of your business.
Sales training is not what it used to be
While all of the above is true, you will notice that it doesn't mention in-person learning compared to online learning. Companies have offered training since the dawn of time. Perhaps it was scribbled on the cave walls in chalk, but still, organizations have always had to distribute information to function as a singular unit. This is true for ten or ten thousand companies.
The big difference today is not that human learning has fundamentally changed. The difference is that technology has changed how and how often we learn. This is why companies are switching to an online sales training model compared to the old in-person sales training method that is provided quarterly or, in some cases, even less frequently. The fact is, the above method simply no longer works as the primary way to provide sales training. It can be effective as supplemental training, but it is not frequent enough to prepare vendors to perform optimally given the current pace of change.
Technology has increased the speed of how we do everything, especially in business. From instant communications across multiple platforms to products that are globally manufactured, sold and shipped 24/7 at breakneck speed, we are forced to process more information faster than ever. Technology has increased not only the pace, but also the sheer volume of information that we need to digest daily to survive in our jobs.
According to FastCompany "In 2011, Americans took 5 times more information every day than in 1986, the equivalent of 174 newspapers."
It is a daily challenge to keep up with the flow of information and this is particularly true for sellers because they are tasked with being experts in the products they sell, which are presumably changing all the time.
In addition, they are at the forefront of interaction with the most informed customers in history. Technology has enabled those customers to learn perhaps more about the products than the seller knows. They have a smartphone in their hands during sales interactions and are checking everything the seller says.
All this makes it seem like it's a difficult time to be in sales, right? Well it is. But only if you don't have access to continuous learning.
An LMS alleviates the challenges of providing continuous learning
Today's smart companies use an LMS to centralize and distribute the latest and most critical information to vendors to keep them ahead of customers and confident in their ability to provide guidance, service and, ultimately, sell.
Even for companies with great sales content and committed sellers, why is the LMS a critical component to success, rather than the old model of periodic in-person sales training hosting?
These are the main reasons:
1. It is continuous and mobile learning
As mentioned above, the pace of change in business means that vendors need 24/7 access to learning. Whether it's reviewing product information before an important meeting with a potential customer, or refining key skills like negotiating or selling solutions, learning is now an ongoing activity that happens every week, not an isolated event that happens off site for a few days and then stops until the next workout. Those days are over. Additionally, training is now inextricably tied to mobile devices because of how they support the continuous model. If learning is continuous, it must also be accessible from anywhere, on any device.
2. It is profitable learning
Even the most prestigious universities now offer online courses for their students because remote learning is much more cost-effective than conventional classroom learning. The same applies to the corporate world. When you can teach employees online, avoid having to rent expensive conference rooms, pay travel and other related expenses, deal with the logistical nightmare of getting everyone to the right location, and make up for "lost time" by doing people to quit their daily jobs. Do Training Instead, employees can simply switch to courses in their browser without leaving their desk or on their mobile device while traveling. Since LMS software is significantly less expensive than the total costs associated with in-person learning, your organization can save a significant amount of money by using a cloud-based software solution.
3. It is a more convenient workout
In addition to saving your organization's money, LMS software is also personally convenient for members of your workforce. Even if education takes place in the same facility where employees work, relocation to a conference room is generally considered a burden. Worse still, when employees have to travel for training, they may be dissatisfied as their personal lives are disrupted. These days, most workers don't want to travel to participate in something they can do online, and frankly, companies shouldn't waste money on that. Most importantly, online learning is easily distributed to workers anywhere in the world in multiple languages, a feature that should be integrated into your LMS, so language choice is as simple as a few clicks and barriers time and / or location are completely dissolved. . To further increase convenience, the LMS should be integrated with the CRM system so that vendors do not even need to log in to a separate learning platform and, rather, can participate in training within the familiar CRM environment.
4. Drive better employee performance
The ultimate goal of employee learning is to improve performance. LMS technology helps distribute the right information to the right people to increase production in the right places. By increasing the availability of information within your organization and matching it to the right people, LMS systems can dramatically increase employee performance. Learning paths can be built to develop specific skills and reinforce important processes. This can only be done with an online learning platform. Doing it with live training would be prohibitively expensive and time consuming.
As important performance subcategories, here are some of the main areas in which an LMS can help vendors do their job better:
Since sales are a notoriously high function, constant and effective engagement is critical to meeting sales goals. Even if you lose high-performers, the LMS allows you to quickly get new hires up and close deals much faster than if they had to wait to complete in-person training that may not coincide with their start date. The LMS completely eliminates the challenges of timing hires around scheduled onboarding training.
By facilitating learning throughout your organization, the quality of your services will naturally improve. You can use an LMS to share customer-provided feedback to drive a better customer experience and take advantage of features like video reviews to improve the way vendors deliver presentations, demos, etc.
LMS systems can significantly reduce errors by helping employees refine the details of instituted processes. With regular training on topics like forecasting, contracting, and order processing, you'll see fewer errors occur. As a result, it will reduce risk, ensure compliance, and deliver a better customer experience.
Better task execution
Instead of relying on outdated printed manuals and other traditional means, you can use the LMS to share the latest documents, videos, and other information created by your organization or your suppliers. Management can also monitor what employees are learning to make sure everyone is up-to-date with current product information and processes, and focused on the tasks that matter most.
When your organization leverages the LMS to provide continuous learning, vendors will be able to adapt more quickly when products, processes, or market conditions change. It makes it much easier to get everyone to move in the same direction when changes occur, as the information is centralized and can be instantly sent to students for quick completion.
Download the Why You Need an LMS ebook to drive corporate sales training in the experience economy and keep your sales team up-to-date on product and process changes as they occur. Plus, join the webinar for more information on how to make them sell the best way.
References Why it is so difficult to pay attention, explained by science