E-Learning for Sales Teams

Sales training can be a major challenge for Sales Managers and Training Managers. Companies are selling increasingly complex products and need to upskill new sales staff quickly and effectively.

The Harvard Business Review surveyed over 160 sales teams and they identified major sales challenges:

• Buyers have more info than ever before on their competitors' and their own products, so sales staff really need to know their stuff.
• Most sales start with the web. Buyers check out the company and their products using the web before they meet the sales person.
• 85% of companies report increases in product line breadth and complexity.
• 62% say it takes more than 7 months to get a sales person up to speed.
• The ratio of sales support staff to sales staff has fallen.
• The percentage of leads that generate meetings, meetings that lead to proposals, proposals that lead to sales has fallen by between 5-8%.
• The average length of sales cycle has increased.
• CRM systems are increasingly employed but 52% have problems maintaining the data.

Our approach

E-learning can make an effective contribution to the challenges faced by companies. For example:

• Using rapid e-learning product knowledge modules, you can keep sales staff quickly up to date with product and market updates. End of module quizzes can help test retention of information and understanding.
• A quick podcast or online classroom session from a product champion can help with positioning statements, USPs or common objections.
• RSS links to the desk top can deliver just in time product and pricing updates or success tactics.
• Providing a quick access bank of knowledge from product specifications through to sales support advice can support sales teams when they are increasingly under pressure.

A sales portal can integrate communication, learning and product knowledge. Such a dedicated online portal can be provided to direct sales staff and channel partners and provide them with everything they need to sell the product, from information to sales tips. We regularly develop sales and product focused portals for clients using Moodle and Totara LMS to provide an 'always on' channel of support for sales teams.

Read some of our case studies:

Nikon dealer sales and product e-learning, an engaging portal with games and e-learning modules.

M&S customer service e-learning, which improved customer service by over 20% through a single e-learning module.

Global bank regulated sales e-learning, as part of a blended program.

HP customer experience e-learning, delivered as part of a cultural change progam.

Pharmaceutical customer solutions e-learning, a blended program to improve customer solutions