5 tools you need for sales training

5 tools you need for sales training

A study on the impact of sales training conducted by the Sales Readiness Group and Training Industry found that companies whose “sales skills training programs exceeded expectations” had significantly higher win rates (52.6%) than companies whose training programs met expectations (48%). ) or needed improvement (40.5%). ” [1] The obvious question is – how can a company provide employees with corporate training programs that exceed expectations?

Let’s start with what we expect from training in general, and online corporate training in particular. It mainly comes down to gaining new information that can help us in our work. Still, if you compile training modules from all the educational materials your company has ever created, your online learning will be inefficient, time consuming and simply tedious. Imagine that sales managers have to make potential customers wait until they go through such a training program. He won’t.

So, in order to achieve your learning goals, your training should be useful, relevant and engaging. Suppose you want to improve the communication skills of a sales manager with customers. Which would be more effective: give them a brochure with custom phrases or let them practice communication skills in dialogue simulation?

To initiate and maintain effective online sales training in your company, you will need five L&D tools: an authoring tool, a learning management system, a microlearning platform, a virtual instructor-led training tool, and a communication tool. They will cover all your learning needs, from creating and providing training programs to facilitating communication. Let’s look at each of them.

1. Authoring tool

A SCORM authoring tool is a course development software that allows you to design e-learning content and convert it to an online format so that you can deliver it later through a learning management system. Authoring tools offer different possibilities, but the basic characteristics are similar. They allow you to:

Create courses

Courses are usually slide-based and contain different types of media represented by animations and interactions.

Build estimates

No education can do without checking how well students acquire new knowledge. With the authoring tool, you can make this rather stressful part of the learning process fun by building interactive quizzes with drag and drop questions, hot spots, sound, and more.

Create simulations of communication with clients

Use characters that represent your potential customers to enable salespeople to learn through trial and error during digital simulations, not real life. Think of it as a flight simulator for pilots. Such sales training may not save lives, but it will save and earn your business money.

Record screencasts and lessons based on videos

If you sell IT or any computer-related product, resellers should be masters of technology themselves. Or at least they should be able to explain in detail all the characteristics of the product. Screenshots are a great way to help them understand how your app or technology works – capture step-by-step video guides with a highlighted cursor, system sounds, voice, and more.

While many authoring tools offer all of these solutions, most require a team of experienced developers to get your project up and running. If you are a beginner, you may want to look for tools without a steep learning curve. For example, iSpring Suite, thanks to its intuitive interface, is easy to use for inexperienced creators.

5 tools you need for sales training
Source: iSpring Suite

You don’t have to dive into programming to create dialog simulations with iSpring Suite – simply select characters and locations from a library of content over 81,000 eLearning resources, enter response options in the dialog, and set the correct ones. The characters have all kinds of emotions, from anger to happiness, to enable salespeople to learn the mistakes to avoid while communicating with customers in real life.

The best authoring tools for sales training: iSpring Suite, BranchTrack, Articulate Rise.

2. Learning Management System (LMS)

A learning management system, or LMS, is training management software for delivering training programs and tracking trainee progress. You can think of it as your company’s own online university that stores all the educational materials for different departments, keeps track of how many courses an employee has taken, passed, dropped, and more.

Take the iSpring Learn LMS as an example to see what this type of tool can do for your sales department. iSpring Learn can automate all training management processes: assign new vendors an engagement course, notify the sales team of updates to your product, and fun assess their knowledge and skills. It will also provide you with statistics on each employee, so you know exactly what they are good at and what they still need to work on. Students can study the materials on any device at any time.

5 tools you need for sales training5 tools you need for sales training

Some LMSs also have a built-in drafting tool that allows you to create simple courses. iSpring Learn also has a web-based course creator to quickly design article-like courses, and unlike other LMSs on the market, this one comes bundled with iSpring Suite, so you can create any eLearning content you want and then deliver it via iSpring Learn.

Best LMS for Sales Training: iSpring Learn, SAP Litmos, LearnUpon.

3. Micro learning platform

The microlearning platform combines some of the functions of the authoring tool and the LMS. Allows you to create small eLearning content and distribute it to employees. Micro-learning platforms are a good learning solution for small businesses that do not have hundreds of employees. Their functionality is quite limited, but you can still offer vendors short training programs on products that they can spend in their free time using their mobile devices.

The best microlearning platforms for sales training: OttoLearn, Gnowbe.

4. Virtual instructor training tool

Although online courses and other eLearning content play the most important role in modern training, face-to-face sessions are still in demand due to the great benefits of human interaction. You will also need the right tools to achieve your learning goals using this approach. One of the most popular tools for a virtual instructor today is Zoom.

Zoom is a decent solution, but it basically limits the ability of both students and instructors to present educational materials, see students, and receive feedback or questions in chat. More advanced tools offer collaboration options, such as a whiteboard in Microsoft teams, allowing attendees to jointly develop projects, think, and more.

Some software, such as RecRoom, allows you to conduct VR training on game sites using characters. Such characteristics make the learning experience more interesting and therefore more productive.

Best Virtual Training Tools Guided by Sales Training Instructors: Microsoft Teams, WebEx, RecRoom.

5. Communication tool

Communication is an essential part of every learning process, including sales training. Vendors need to exchange opinions on new knowledge and skills, discuss new practices and share different strategies. But how can I achieve that if they work and study at a distance? It’s hard to imagine them using email for that purpose. Social media may work for some people, but many employees prefer to keep their private lives to themselves.

A communication tool can be a great solution if you find yourself in this situation. They come with different functionalities: some work as corporate messengers (like Slack) and others like corporate social media (like Workplace). Choose what you and salespeople find more relevant and your sales training could become more time-consuming and insightful just because attendees have a chance to talk about it later.

The best communication tools for sales training: Slack, Troop Messenger, Workplace.

Da Sum Up

So here is a list of tools you need for sales training. You can use some or all of them, depending on your company’s learning goals and objectives. We hope you have found a great solution for your case and that you will now be able to design online learning that exceeds expectations. Good luck!



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