Category Archives: online sales training
A major challenge facing many of today’s organizations is the need to find a training program that is both effective and efficient because taking sellers out of the field for days at a time is no longer an option for many companies in a fast-paced, ultra-competitive business environment.
Time-out-of-field is not the only cost associated with traditional approaches to training. Many teams are geographically dispersed, and hospitality and travel costs for a multi-day training event can mount quickly. Technology can help reduce the costs associated with training, enhance the learning experience, reduce time-out-of-market, and improve knowledge retention.
Video learning is a modern solution to sales training challenges. Not only does it enhance learning outcomes and help make the learner’s journey more engaging, but it also solves the practical problem of providing consistent training across geographically dispersed teams. That’s why it is not surprising to find that it is being utilized more and more frequently in both in-class and online learning environments. Here are a few reasons why video-based instruction is so powerful:
Over the past decade, we have seen a growing gap between the developmental needs of sales organizations and the learning solutions available in the market. The pace of work has never been faster, selling organizations have never been more diverse and distributed, and the expectation for revenue growth has never been higher — and yet, learning solutions have not kept pace. Actionable sales training technology is a solution to bridging that gap.
Sales Training Technology Keeps Sellers Selling
Skill development has always been a critical aspect of sales organizations, but in today’s complex sales environments, revenue pressures are relentless and don’t go away while sellers sit through training. In a recent interview with ATD Research, Charlotte McKenzie, Executive Director of the Urban Agile Learner Institute, underscored the power of technology to address specific concerns for salespeople. For example, because money walks out the door when salespeople are not in the field, mobile learning programs can minimize time-out-of-market by reducing the time they spend in the classroom. Sellers learn key concepts and selling models before class, giving them more time to focus on clients.
“Courses designed using microlearning strategies can produce an effective learning experience during what salespeople call their ‘dead time. For example, while traveling to customer sites, during lunch breaks, commuting to and from work, waiting in the lobby for customer appointments, and so on. These features of mobile learning allow salespeople to access their learning modules when it » Continue Reading.
A recent study conducted by ATD Research, evaluating the state of sales around the world, highlighted scheduling conflicts and time restraints as one of the top barriers to effective sales training. The study quoted similar findings from a 2014 Brainshark survey, which cited distractions in the classroom and a lack of post-training reinforcement as challenges that organizations investing in sales training should address.
By 2020, nearly half of the U.S. workforce will be made up of digital native millennials, who switch their attention across media types an average of 27 times per hour. While millennials in the workplace are often cited as being majorly impacted by tech behaviors, the reality is that we all now interact with devices we didn’t have ten years ago. We all belong to the digital tribe — we are all busier, more distracted, and harder to pin down.
Role of Technology in Sales Training
Traditionally, sales organizations have focused their training budget on high-value learning interactions for core sellers, such as role playing, coaching, and problem solving. But in this new, integrated world, the key is to accommodate all learning styles and deliver a consistent and effective experience that fits seamlessly into a workday.
Technology plays a significant role in making this real by creating highly personalized learning experiences. For instance, mobile, on-the-go content puts users in control of when and where they engage with lessons; gamification maintains engagement and creates » Continue Reading.
Today’s learners don’t compare their training experiences to other training experiences. They compare them to all other formal and informal learning they have had, both in person and online. Expectations of training programs have changed significantly, and we now have to benchmark our offerings against a wider set of information sources, from other training programs, online universities and educational products, to YouTube, Google, and massive open online courses known as MOOCs.
Richardson Accelerate Raises the Bar for Online Sales Training Programs
Accelerate is an online learning platform designed to inspire sellers and accelerate growth. We believe the Richardson Accelerate Platform provides an innovative, sales training solution that is unmatched in the industry.
Within a single platform, learners can access an effective system for rapid and sustained behavior change that provides an enhanced user experience designed to be among the best. Learning opportunities are available anytime, anywhere, on desktops or mobile devices, reflecting the way people are increasingly accessing information in today’s digital world.
Richardson’s newest and most technologically advanced sales training delivery solution provides value to clients in two essential ways:
Accelerate time to skill mastery: Sellers get to learn on demand on their devices on their own time anywhere in the world, then try the skills in the field. Learning is reinforced with tools, reminders, and games so they become engaged and actually enjoy » Continue Reading.