Tips for Using an LMS for Sales Training
You want to increase sales. But, does your team know your products or services inside out? Effective online training can equip them with the skills and knowledge needed to close a deal. Deploying an LMS enables you to train any number of reps across locations at a lower cost than classroom training. However, you need to ensure it’s designed to make your salespeople deliver.
Tips for effective online sales training:
Emphasize the benefits of the program
Sales reps tend to be competitive and practical. Unless they believe they’ll benefit from the program, they’re unlikely to be excited about it. You want to emphasize what they will learn and why that will help them perform better. Will the course provide them with applicable skills and knowledge? Will they gain insights on how to apply these while actually selling a product? More importantly, will the training help them meet their sales goals?
Describe each sales phase
Sales reps need to be familiar with every stage in the sales funnel. The best way to ensure your staff practice each step is to analyse each task. Ascertain what knowledge and skills are required to accomplish each task and make them work on these. This enables them to practice each task in depth so that they achieve mastery of each step. You might want to develop an online tutorial comprising each stage in the process.
Emphasize the development of active listening abilities
In order to convince a prospect to buy your product, your sales team must know what the prospect needs and desires. Only then can they offer him what is most suitable and link product benefits to specific requirements. How do you understand a prospect’s requirements and wants? You need to develop the ability to listen actively. Though a vital skill, active listening isn’t always accorded due emphasis in sales training programs. To enable them to practice active listening, incorporate interactive modules wherein they can interact with virtual customers and hone their skills.
Update product-specific details and other information regularly
Reps need to be suitably informed at all times. They must have comprehensive and current product-specific information. So, it’s essential to review and update the product-knowledge section of your online course regularly and let staff know every time new information is added. This enables them to access the latest product information quickly.
Provide for one-on-one coaching
Selling abilities differ from employee to employee. This is why one-to-one coaching is important. Every member of your sales team needs to overcome his weak points and perform as best as he can. You want to incorporate a mentorship feature in your online course. Mentors can be managers, team leaders or more experienced sales reps who can guide and offer insights based on their experience of closing deals. Because it’s an online course, mentors don’t need to be located where the rep is. They could be living in different states and interacting via online chat sessions or video conferencing. Also, team members can form a group on WhatsApp or Facebook and share useful information and tips and post queries.
Competitive game elements
Salespeople tend to thrive on competition. Enliven your online program by incorporating gamification with competitive elements such as scores and leaderboards, thereby encouraging healthy competition among team members and motivating them to participate.
Realistic measurable goals
You need to be realistic and very specific when setting goals. Give your reps goals they can act upon and which you can measure. For example, target a 10% increase in sales within 2 months. Also, explain what they need to do to achieve this result. It’s much easier to work towards a clearly defined goal. Setting measurable targets gives your team a precise idea of what they need to achieve and helps you determine how effective your training is.
Ensure continuous online sales training
The business environment is dynamic. Skills need brushing up and knowledge needs updating. Product versions and specifications change and sales techniques evolve. So, you need to make training continuous, enabling your team to refresh their skills, update product knowledge and become aware of new developments. Develop a timeline for your team to follow. For example, you can offer a review course every two months, which will help them to renew their skills and knowledge.
Each member of your sales team is an individual and not just a statistic. What are their learning preferences, style of presentation, objectives? Design a personalized sales training course.