Learning and Development strategies will help you leverage sales promotional approaches across your organization in sales enablement and sales training practices and processes to:

  • Put sales training systems in place to promote sales success and gain traction through enterprise buy-in
  • Improve selling acumen by defining and executing on best practices and competency models
  • Establish credibility as a trusted partner who supports business goals
  • Engage frontline sales management in cultivating long-term, sustainable results

In developing sales trainings for promoting learning in areas such as sales, retention, and customer service, one or more of the following effective strategies may be used:

  • Strategy I: Anchor/coach-based
  • Strategy II: Scenario-based
  • Strategy III: Game-based
  • Strategy IV: Blended learning

Strategy I – Anchor/Coach-based
The purpose of anchor-based learning is to help the learner explore and discuss realistic problems in a professional scenario. The idea of an anchor stems from the fact that social learning or learning among peers is more effective compared to formal training. Anchored trainings usually contain a character based on the generic learner profile that the learners can easily identify with, thereby creating a social environment wherein the learner can expect to be exposed to an informal and relaxed kind of learning. This strategy will help the learners develop the desired skills faster as they will be able to easily identify themselves with the anchor.

Strategy II – Scenario-based
The scenario-based strategy’s main purpose is to mold the thinking of the learners using real life situations in their day-to-day environment and imparting knowledge of the expected patterns of behavior. This strategy firmly establishes learners in their work environment and provides a resolution to real life problems and dilemmas wherein the learner has to engage in task discretion and decision-making skills. The scenario-based strategy is useful in developing future scenarios as well as relevant tactical options to manage future developments. Besides, the use of scenarios is helpful in providing realistic strategic recommendations.

Scenarios may be used through one of the following approaches:

  • Approach I – Case Study-based
  • Approach II – Video-based
  • Approach III – Simulation-based

Approach I – Case Study-based
A case study approach helps to teach the learners how to apply the concepts in relation to their daily situations. The case study is generally followed by a number of formative questions for the learner so that the learner can build on his knowledge. This strategy is useful where the content presents specific examples of industry scenarios, in this case sales scenarios pertaining to up-selling, cross-selling, new customer acquisition, customer retention, etc.

Approach II – Video-based
Videos provide experiential and practical learning and helps the learners identify with situations and easily understand the concepts being taught. Since the videos present realistic scenarios, the learner can easily understand the application of concepts and thereby gain practical knowledge.

Approach III – Simulation-based
The use of simulations prepares the learners for various sales situations by involving the learners in role-play scenarios that are based on real experiences and actual events. Sales simulations offer sales people an opportunity to test themselves and reveal vulnerabilities in a safe environment. Simulated scenarios give them time to practice in advance and overcome the possible shortcomings. In other words, simulations provide experiential learning. Learners will be able to identify with the situation and become actively involved to generate a solution.

Strategy III – Game-based
The game-based strategy involves active participation and interaction of the learners wherein they are educated on new and complex concepts through fun games, which may be otherwise difficult to teach or boring to learn. The learners find it easy to face real-world challenges in game-based environments as they can choose actions, experience consequences, and work toward their learning goals. They can make mistakes through experimentation in a risk-free environment thus getting opportunities for exploration. Games work as excellent motivational tools and help students grasp and remember facts better. Game-based learning enables learners to perform tasks and experience situations, which would otherwise not be possible or undesirable due to cost, time, or for reasons of safety.

Strategy IV – Blended Learning
This strategy can be successfully used to deliver large scale sales trainings. This strategy combines the traditional face-to-face classroom methods with more modern computer-mediated training such as web-based training. This dual approach helps to leverage the best aspects of both types of training. A blended instructional approach can result in better learning outcomes, improved retention, and increased learner enrollment.

Improved ways of training your sales force to fuel future growth in sales productivity through effective learning and development strategies will help your company promote sales success and step ahead with firm sales footprints.

AUTHOR
Brenda Fernandes

Brenda Fernandes

About the author: Brenda Fernandes is a content quality analyst with InfoPro Learning, Inc. With over 15 years of experience, Brenda is an avid learning strategist with content development, instructional design and business analysis as her core areas of expertise. Brenda is a keen practitioner of harnessing the power of learning content to impact employee performance.

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