"The training was too academic."
"The training had no impact."
"The training did not take into account the specific needs of our company."
Who has never heard these phrases from their sales teams?
How to ensure that sales training is no longer a dreaded step by your sales teams?
Our Managing Director, Dominique Seguin, will share initial insights during a special webinar.
The educational system implemented to train its sales teams
In-person training poses significant constraints, including the need to gather all participants in the same location, on the same date, and, above all, it requires teams to be mobilized for several days.
On the contrary, distance learning can be followed anywhere, anytime, and above all gives the possibility to bring together participants from several locations. Also, it will be possible to divide the training into several modules of a few hours. Indeed, the human brain cannot concentrate for more than 2 hours. Breaking up the training will allow participants to retain more information and be more invested.
Methods for facilitating sales training
How to combine the right elements to empower participants to be the main players in their sales training?
Before the training, it's important to make the participants as active as possible, for example, through a platform.
e-learning. This will allow them to start absorbing content at their own pace, based on their level and in a personalized manner.
For training, it is important to have groups of 2 to 6 people to ensure connection and involvement of participants. Indeed, if training is given to groups of about twenty people, there will not be enough space to allow participants to fully experience the sales training.
It is important to maintain the attention of the participants and avoid their boredom. To do this, it is important to allow for interaction times every 10 minutes so that the participants are active in their training.
Personalization and role-playing in sales training
The personalization of sales training is essential to allow participants to project themselves and find themselves in the content. The first essential element is to offer in-house training. Indeed, it will be easier to focus on the market context, the competitive context and the reality of the company. We can therefore integrate it into the training.
A second important element to start any training plan is to organize kick-off meetings, which will allow you to prepare the understanding of the important elements for the managers whose employees will be in training. This will also allow an exchange between the trainer and the sponsors of the training.
The aim of sales training is to support each employee in stepping outside of their comfort zone. Having small groups of participants will increase memorization, as well as their concentration during the training. Therefore, they will be able to follow the course much more easily.
The impact and implementation of sales training
A sales training course without implementation inevitably becomes an expense. Therefore, it's essential to ensure that at the end of the training, employees put into practice what they have learned.
To ensure the impact of the training, participants should be encouraged to help each other and exchange ideas between sessions. To do this, they can, for example, participate in challenges.
The manager must also play a role by challenging and helping their employees implement what they retain from each training session.
It is important that participants can give their opinions on the training. This will allow trainers to modify and adapt the content based on the feedback obtained.