Considerations and Approach to Designing Impactful Sales Training
Designing effective training for salespeople requires a thoughtful blend of adult learning principles, a deep understanding of the unique challenges faced by sales teams, and an acknowledgment of the fast-paced, ever-changing business landscape. In this post, we explore the key considerations and strategies for creating impactful training programs that are tailored to sales and revenue-generating professionals.
The Reality of Salesperson's Life
When creating training for revenue generating teams, it's crucial to remember that the individuals on these teams have demanding day jobs that are intensely focused on revenue generation. Any training time spent outside of revenue generation must not only align with adult learning principles, but also make a significant impact on their ability to perform and achieve measurable results in their roles. Every minute spent in training should be seen as an investment with a direct link to driving revenue.
Key Training Design Principles
Designing for sales professionals requires a delicate balance of art and science. Principles such as relevance, practical application, and engagement are paramount. The structure of the training should be tailored to the uniqueness of their role, ensuring that the learning experience is not only informative but also gives them the skills required to execute within their job.
Navigating Change and Virtual Training
In a world where change is constant, especially in a challenging economic climate, it is imperative to provide a blend of effective training without causing overwhelm. While in person training has been a gold standard, it also comes with logistical and cost concerns. Hosting live-virtual training maintains a human element while avoiding the expense and time that travel requires. Beyond that, don’t discount the value of asynchronous, virtual training. When properly designed, it can be a powerful tool, utilizing strategies like chunking, application-focused modules, communities of practice, and test outs leading to certifications. These methods not only accommodate the fast-paced nature of sales but also foster a sense of community and achievement.
Leveraging Remote Learning and Events
The impact of the COVID-19 pandemic forced us to evaluate how revenue enablement operates. With remote and hybrid work firmly established as a new option for many companies, creating remote experiences for ongoing training, as well as larger events like QBRs and SKOs, is crucial. The bar has been set higher in regards to keeping these events impactful and requires us to incorporate innovative approaches, interactive elements, and leverage a keen understanding of the virtual landscape. Without these, our efforts will fall short and we cannot maintain engagement.
The Path Forward
Designing impactful training for salespeople is an ongoing journey that requires adaptability, creativity, and a deep understanding of the sales environment. By embracing change, staying attuned to the needs of the sales force, and incorporating effective adult learning principles, sales enablement professionals can create training programs that not only survive in uncertain times but thrive, leading to a more resilient and successful sales team.
Resources
Looking to elevate your GTM training? Level213 specializes in Instructional Design and crafts tailored training courses that empower revenue teams to excel. If you are looking to revamp your existing courses or develop new ones from scratch, let’s talk.