Online sales training is effective because it helps organisations
Online sales training has improved dramatically and should be considered as part of your overall sales education.
Web based sales training or online sales training has become an essential aspect of sales education, since the advent of lockdowns and the subsequent trend in working from home.
The art of virtuality has become an advantage for every industry to work or study while staying home.
Despite this many businesses struggle to provide a comprehensive business case for online training versus the more traditional face to face classroom approach.
Whilst face to face training still has an important role to play in sales education, here are some areas you might consider when evaluating the different options available.
Implementing an online sales training course can offer significant commercial and sustainability benefits for businesses. Firstly, these programs reduce travel time, allowing sales professionals to spend more time on productive tasks like lead generation and client interactions. This shift enhances overall efficiency and sales results, as participants learn essential selling skills through convenient and flexible virtual platforms.
Cost Savings: By eliminating travel expenses such as airfare, accommodations, and meals, companies can allocate their budgets more effectively towards high-quality training materials and resources. This reduction in travel costs can significantly improve profit margins.
Increased Productivity: Online sales training courses enable business development executives to focus on their primary responsibilities without the interruptions caused by travel. This uninterrupted focus helps in developing personalized presentations, overcoming objections, and identifying potential buyers, leading to more deals and better sales conversions.
Scalability and Accessibility: Virtual training programs can accommodate large numbers of participants across various locations without the logistical challenges of coordinating physical venues. This scalability is particularly beneficial for global sales organizations aiming to standardize training across different regions.
Reduced Carbon Footprint: By minimizing the need for travel, online training programs contribute to lower carbon emissions. This reduction aligns with the growing emphasis on corporate social responsibility and environmental sustainability.
Efficient Resource Use: Digital training materials reduce the reliance on printed resources, further minimizing environmental impact. Additionally, virtual training sessions, such as those offered by Klozers, are often more efficient in terms of energy consumption compared to in-person sessions.
Support for Remote Work: Online training supports the broader trend towards remote and hybrid work models. It provides a sustainable way to ensure sales people maintain their skills and stay updated on the latest sales methodologies, such as inbound sales and consultative selling, without the need for constant travel.
Personalized Learning Experience: Online platforms offer the ability to customize training modules to suit individual learning styles and needs. Participants can engage in role-playing scenarios, sales funnel simulations, and other interactive exercises that help develop trust and credibility with potential buyers.
Ongoing Focus and Support: Virtual courses provide continuous access to learning materials, allowing sales professionals to revisit and reinforce key concepts. This ongoing focus ensures that salespeople can maintain a confident attitude and keep their skills sharp.
Building a Personal Brand: Online training programs often include modules on developing a personal brand and establishing credibility. This focus on personal development helps sales professionals differentiate themselves in a competitive market, improving their chances of closing deals and achieving long-term career success.
In summary, the transition to online sales training courses offers a multitude of commercial and sustainability benefits. By reducing travel time, costs, and environmental impact, while enhancing learning outcomes and productivity, these programs represent a strategic investment for modern sales organizations aiming to thrive in an increasingly digital world.
For many people finding time for family has become just as important as their sales career. Hybrid working has allowed many people to eliminate lengthy commutes enabling them to spend extra quality time with their loved ones.
Many sales leaders now recognise that web based sales training is part of that solution, providing either self-paced training, and or structured classes online, that sales teams can attend from home or whilst traveling in the field.
Traditionally In person training for any sales team has been delivered via classrooms and hotel meeting rooms. Add to this the cost of overnight accommodation at in person training events, and the costs can quickly begin to escalate, even for a small team.
Many training vendors will pass on the reduction of delivery costs to clients, as they themselves save costs on travel and accommodation for their sales trainers.
Most traditional training would be termed as “impact training”. They are one off events designed to kick start learning and development.
Whilst there is still a place for this type of training many companies have found that salespeople need help when they need help. They don’t want to save their question for the next sales training event in three months’ time. Web based sales training provides learning on tap, when the salespeople need it most.
Klozers online training provides real time support to our clients via both live chat and email. Our web based team provide support to our clients “in the moment” so they can learn while they are working.
Many studies have shown that participants can forget up to 95% of the content from one and two-day training events without any form of reinforcement.
Regardless of the quality of the sales trainer or the course content salespeople simply cannot absorb all the information they receive on one and two-day sales courses. Sales Training correlates directly to growth in personal development and this does not happen overnight.
Changes to sales strategy, sales techniques, sales process and selling skills all contribute to sales success but need to be approached with a long term view. There is no magic wand in sales and sales success comes via both hard work and developing your sales force in terms of overall sales performance.
Web based sales training is typically spread out over longer periods and works by a drip effect where content is delivered in a “little and often” format that is easier to absorb.
One of the most important parts of the best sales training courses is the implementation and support after the training has taken place. Not only will your sales reps need support but your sales management will also need help to implement changes on the selling process, selling skills and behaviours of the sales team.
Unfortunately many sales professionals attend training and then return to their job and continue to do what they always have done. This is not a recipe for success.
Change for any human is difficult and most of us need support in order to do this. With web based training Klozers provide ongoing coaching support for both the course participants and their sales managers to ensure any changes in sales process, new sales skills and behaviours are fully adopted.
Many companies continue to hire new staff after any training event. This could be to simply replace salespeople who have left or as part of their expansion plans.
It’s often not financially viable to bring in a sales trainer every time there are changes to your sales team and the ability to deliver training online to new employees is therefore hugely important.
Most web based training is self paced and can be recorded. This can then be used to build up a library that can be accessed on an ongoing basis for both existing and new sales professionals.
Traditional In-person training will always have a place in modern sales education, however, it’s important to consider the alternatives. Whilst budgets and individual circumstances must always be considered web based training is here to stay and an important part of every ongoing sales training program.
Klozers provides a full range of both face to face and web based sales training courses. Each of these feature live training where participants can interact.
In addition to our training we provide ongoing support via sales coaching. If your sales force needs help with developing your value proposition, sales prospecting, reducing your sales cycle, develop sales skills, win repeat business or sales presentations we would love to talk with you.
Our goal is to help you achieve your business objectives, small your sales targets and achieve the sales success you are seeking.
When comparing web-based and traditional sales training methods, it’s essential to consider the unique benefits and challenges of each approach. Traditional classroom-based sales training often involves instructor-led sessions, role play actors, and live interaction, which can be highly effective for developing essential skills and creating a sense of community among participants. However, it can be costly, time-consuming, and less flexible in terms of scheduling and location.
1. Flexibility and Accessibility: Online training courses allow sales reps to learn at their own pace and schedule, making it easier to fit into busy work routines. This flexibility supports continuous improvement and ensures that training is accessible to remote teams and field sales personnel alike.
2. Cost-Effectiveness: Virtual courses typically incur lower costs compared to traditional training programs, eliminating the need for travel, accommodation, and physical materials. Organizations can reinvest these savings into other areas, such as customized case studies or additional sales resources.
3. Scalability: Web-based training can easily scale to accommodate large numbers of participants across various locations, ensuring that all team members receive consistent training regardless of geographical constraints.
4. Engaging and Interactive Content: Modern online sales training platforms often incorporate interactive elements such as quizzes, videos, and practical simulations to keep participants engaged. Tools like role playing scenarios and pre call planning exercises help to reinforce learning and improve sales skills.
1. Personal Interaction and Networking: In-person training sessions foster direct communication, allowing sales reps to build rapport with instructors and peers. This environment is conducive to masterful sales conversations and immediate feedback during role plays and practical exercises.
2. Immediate Clarification and Support: Real-time interaction with instructors allows for immediate clarification of doubts and personalized feedback, which can enhance learning outcomes and help participants understand complex sales concepts more effectively.
3. Hands-On Practice: Traditional training often includes hands-on practice sessions, such as negotiation role plays and objection handling, which are critical for developing necessary skills and building confidence in real-world sales scenarios.
Many organizations find that a blended approach, combining web-based and traditional training methods, offers the best of both worlds. By incorporating online modules for theoretical learning and in-person workshops for practical application, businesses can create a comprehensive sales training program that maximizes learning outcomes.
For instance, Klozers utilize online platforms for foundational training and then schedule periodic in-person sessions to focus on advanced topics like value based sales training or key account management. This hybrid approach ensures that sales reps are well-equipped to lead masterful sales conversations and achieve their sales goals.
Ultimately, the choice between web-based and traditional sales training methods depends on various factors, including the specific needs of the sales team, budget constraints, and organizational goals. By carefully evaluating these factors, businesses can implement a training strategy that not only develops skills but also drives future growth and improves overall sales performance.
Implementing effective online sales training programs involves a structured approach to develop essential sales skills and enhance overall performance. Here’s a comprehensive guide:
1. Assess Training Needs: Begin by evaluating the specific needs of your sales organization. Conduct personal assessments to identify skill gaps and areas requiring improvement. This helps in tailoring the training program to address unique challenges and opportunities.
2. Choose the Right Platform: Selecting a robust online sales training course provider is crucial. Ensure they supports a variety of learning methods, including videos, quizzes, and interactive modules. Platforms should facilitate ongoing focus and allow sales reps to learn at their own pace.
3. Develop Comprehensive Curriculum: A well-rounded curriculum should cover the entire sales process, from lead generation and identifying potential buyers to closing deals and follow-up. Include modules on key topics such as inbound sales methodology, consultative selling, and value-based sales training.
4. Incorporate Interactive Elements: the best sales training programs include role-playing scenarios, such as those involving role play actors, to simulate real-life sales situations. This helps in developing personalized presentations and mastering sales conversations. Interactive elements like quizzes and practical exercises are essential for reinforcing learning.
5. Engage Experienced Trainers: Utilize experienced trainers who can provide expert insights and guide participants through complex sales concepts. Trainers should cover negotiation skills, overcoming objections, and handling customer concerns effectively.
6. Track Progress and Provide Feedback: Implement mechanisms to monitor the progress of participants. Use tools for personal assessments and track improvements in sales performance. Regular feedback and coaching sessions are essential to ensure continuous improvement and skill enhancement.
7. Leverage Technology for Better Engagement: Utilize email marketing, social media, and other digital tools to engage participants. Create an online community where sales professionals can share experiences, ask questions, and support each other.
8. Focus on Real-World Application: Ensure that the training program includes practical, real-world scenarios. Use case studies, customer segmentation exercises, and sales pipeline management to help sales reps apply what they’ve learned.
9. Offer Flexibility and Accessibility: Provide options for self-paced learning, ensuring that the program accommodates different learning styles and schedules. Free virtual courses can be an added advantage, allowing sales professionals to access training without financial constraints.
10. Measure Effectiveness: Regularly review and adjust the sales course based on feedback and performance metrics. This ensures that the program remains relevant and continues to meet the evolving needs of the sales team.
By following these steps, you can implement a successful online sales training program that not only enhances sales skills but also drives long-term business growth.
Iain Swanston has spent over 30 years in B2B sales selling, training and leading teams both domestically and internationally. In addition he serves as an Associate at Strathclyde University Business School where he has delivered the sales content for the Masters in Entrepreneurship since 2015.
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