Sales Training

Selling not only needs to be learned, but also trained. However, sales training is no longer limited to face-to-face situations. Sales skills can also be honed unerringly in the digital space. We show what digital sales training is all about.

For some time, it seemed like marketing was outshining everything in the business world. Distribution was something like the little brother, which is quite nice, but little noticed. Today it is different. Marketing and sales act as equal siblings, both contributing equally to the success of a company. The fact that sales has become so professionalized also has to do with the increased acceptance of sales training. Companies know: If they want to continue to bring their products or services to men and women in competitive markets, they must train and develop their sales staff accurately. A sales training course virtually cries out for a classic face-to-face training situation: sales managers meet trainers and learn the latest sales strategies from them. But we think sales training works at least as well in the digital space. And that’s not all: Sales training on an e-learning basis can even surpass conventional sales training in some respects.

Now let’s take a look at what benefits digital sales training offers. Unsurprisingly, these advantages correspond to some extent with the classic e-learning advantages:

Flexibility

Traditional sales training takes place on a specific day at a fixed location. Especially in times of pandemics, when you always have to reckon with cancellations or flight cancellations, this can become a problem. Sales training on an e-learning basis provides a remedy. They enable learning and practice independent of time and location. The integration of mobile and micro-learning elements makes the training even more flexible and can even be completed from a smartphone.

Multimedia

Digital sales training offers learners a wide variety of media formats. While conventional training courses mainly use presentations in addition to the trainer’s lecture, digital sales training can also incorporate videos, audio recordings and elements familiar from video games. This keeps motivation and willingness to learn high.

Interactivity

Classic sales training courses run the risk of becoming a kind of university lecture. The trainers lecture, the sales managers listen – or at least pretend to. In digital sales training, learners take an active role, solving tasks, completing e-learning quizzes, or choosing between different storylines.

Individualization/personalization

Most of the time, not all trainees are at the same level. Some are more experienced and want to learn advanced strategies, others may be just starting their sales career and want to acquire the basics. With digital sales training, there is the option to choose between different levels of difficulty or storylines. Learners receive immediate feedback and thus know what they already know and which points they need to go over again.

Success measurement

Not only learners receive feedback, but companies can also view the results of the e-learning sales training. This provides managers with information on how well their sales managers have performed and where there is still room for improvement. In addition, these results can be used to adapt and further tailor the learning experience to meet the needs of the learners.

Now let’s move on to the content and look at what elements no digital sales training should be without. We present the skillbest checklist for successful sales training:

Basic knowledge

Even though some trainees may be more advanced, certain basics must be covered in any sales training. This includes, among other things, approaching new customers, cold calling, preparing cost estimates or communicating with customers. These basics are not only helpful for newcomers, experienced sales managers can also refresh their knowledge. If this is not desired, advanced students can simply skip the basic exercises – an advantage that e-learning brings.

Company-specific sales process

Sales processes differ from company to company. Experienced sales managers who have just moved to another company may work with different methods and processes. Therefore, sales training should always reflect the company-specific sales process. Sales training on an e-learning basis is also perfect for conveying corporate values and culture.

Information on products/services

Sales skills are one side, knowledge about the products the other. Sales managers can be as good as they are – if they can’t answer questions about products or services, they won’t close a deal. Therefore, any digital sales training should include basics about the nature, use, and specifics of the products or services offered.

Customer Buying Experience

Without customers, there are no sales. Sales managers need to know how to guide customers through the sales funnel, what the needs of different target groups are and how to address them specifically. Every digital sales training needed sections, such as virtual role plays, in which the points raised could be trained.

Self-assessment and reporting

As already mentioned, sales training on an e-learning basis is well suited to provide learners with immediate feedback. This is essential, after all, learners should always be able to know where they stand at any given moment. But companies also need certainty about the learning progress of their sales managers. That’s why any digital sales training must provide opportunities for self-assessments and reporting.

Would you like to learn more about sales training on an e-learning basis? We are looking forward to your message!