Category Archives: online sales training

November 3rd, 2016

Technology in Sales Training: Breaking Down Barriers

Technology in Sales Training

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.

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October 20th, 2016

Introducing Richardson Accelerate: An Innovative Approach to Sales Training

Online Sales Training Platform

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.

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September 22nd, 2016

The Future of Sales Training: Innovation for a Salesforce in Transition

The Future of Sales Training

Whenever I speak at conferences or with clients their training needs, I ask this question:

“What will it take to engage your learners?”

From London to New York to San Francisco, the answers are surprisingly similar, and whether I’m talking with sales leaders or corporate learning leaders, there is broad consensus about what is required:

To engage today’s learners, training has to be flexible, personalized, bite-sized, relevant, provide meaningful data, and be accessible on demand across a wide range of platforms and devices.

Significant innovation is necessary in corporate training in order to meet these expectations and address the changing needs of today’s sales organizations.

Not only are learners changing, but the business environment has changed significantly as well. Over the 37 years that Richardson has been helping organizations improve sales performances, the pace of business has grown faster, ultra-informed buyers come to the table having already researched their desired solutions, and productivity demands on sales professionals are considerably greater. Time has never been a more precious commodity, and sales professionals must spend it wisely, maximizing interactions with customers and minimizing days away from the field sitting in training classrooms. This makes it more important than ever to deploy the latest technology to efficiently train sales people and drive rapid, sustained, and measurable behavior change.

A Salesforce in Transition

A driving force behind the need for change is an emerging multi-generational salesforce increasingly comprised of members of the » Continue Reading.

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August 30th, 2016

The Millennial Generation in the Workplace – Adapting to the Millennial Learner

millennial generation in the workplace

In case you missed it, last year marked a significant turn in the workforce. That was when millennials—those born between the early 1980s and late 1990s—became the largest segment of employees in the nation. This boom in the millennial generation in the workplace has a significant impact on organizations, both from a management perspective and a training perspective. That’s because millennials, as a whole, have quite different ideas about the meaning and purpose of work, work-life balance, and the integration of technology than previous generations.

Training the Millennial Generation in the Workplace

Millennials approach learning and training in different ways, and that has implications not only for continuing development, but on-boarding as well. Many millennials entering the workforce tend to be well educated, but not always in business-relevant ways. When they first came out of school, the job market was slow, and so many went back to school. Now they may have one or more degrees, but they don’t necessarily know how to apply their knowledge in a business environment. Or, what they learned is school is not applicable to the field where they’re now pursuing a career.

How to Engage ‘New Learners’

The question facing sales organizations today is: “How do you train and engage these ‘new learners,’” as we call them. Millennials grew up hardwired to technology, conducting most of their social life online, and multitasking along the way. They prefer collaboration and team-oriented projects.

They learn best » Continue Reading.

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