Enhance business efficiency through e-learning

Nicolas Caron

Published : 3 June 2016
By :

  Comment

For several years, salespeople have been among the biggest users of e-learning solutions. In fact, many companies are using these solutions to train their employees on technical, product and market knowledge.

It is indeed on theoretical training (technical knowledge, general and business culture, languages) that e-learning has started to prove its worth this last decade.

However, with regard to business know-how, one must admit that so far, many enticing features on paper have failed to deliver:

  • eLearning modules which are so basic that face-to-face courses still have to focus essentially on theoretical content
  • eLearning products which are disconnected from reality. Salespeople are confused and completely reject the entire product
  • eLearning products which are so poor in terms of interactive capability that even millennials find them either boring or infantilizing.
  • Etc.

Business learning finally makes sense

The advance of technology, including the boom of broadband internet and online video access has opened new avenues for effective forms of training for salespeople’s knowledge and skills. Trainees are no longer in a situation where they only assimilate knowledge (e.g. recall that the method for proper argumentation is called APB or CAB), they also get to interact and challenge their skill level (e.g. in this situation, if I put myself in the position of this seller, what would I say?).

This is an amazing breakthrough which allows us to increase the impact of sales, behavioural and managerial training courses.

  • In this sense the primary educational key lies in the coherence of contents from e-learning to classroom training. Not only in terms of concepts, but also in terms of terminology. For instance, if your sales technique is done in 4 steps in classroom training, the associated e-learning modules will include the same steps.
  • The second key is the compulsory nature of the two components. Indeed, would a company accept that their employees fail to attend the face-to-face training they are registered for without an explanation?  Well, of course not.  So if the choice has been made to create a blended learning method, then it is important for e-learning modules to share the same follow-up requirements.

But of course, in order to develop an effective blended system, we need to rely on eLearning modules and attendance in classroom training.  One should not compensate for the deficiencies of the other. The quality of blended training depends on the quality of its two components, classroom and eLearning content.

 

 

eLearning modules focused on the salesperson’s needs feature:

..

  • The intensive use of video aimed at getting closer to the reality of your business environment.
  • An emphasis on interactive situations to which they must react
  • A learning pace with customizable concepts. The diversity of participants requires a minimum standardization of learning rhythms. With e-learning modules each participant can work at their own pace.
  • An introspective approach that promotes individual awareness. Sometimes it is easier to analyse and identify errors without the judgment of your peers or manager.

 

More rewarding face-to-face sessions

  • Based on a homogeneous level of knowledge among the participants. All participants followed the same eLearning modules beforehand; exchanges can therefore be really focused on practical cases.
  • The training consultant spends less time delivering information and can concentrate on the quality of individual and collective learning. This is obviously more demanding for participants but also for the consultant who must strive to go beyond the mere presentation of concepts.
  • When centred on the preparation of actual sales or negotiation situations, training seminars turn into very business oriented preparation workshops. But this is only possible because participants have benefited from quality content prior to the classroom session. Workshops are practical but not very effective if they are based on a narrow view of useful concepts. This is why the quality of e-learning modules is so important.

We can clearly see that both aspects are connected and that the system’s efficiency adjusts to the quality of the weakest link.

 

*         *

*

In these conditions, we are therefore convinced that a blended system is super-efficient to advance a sales team because it helps:

  • To better understand the concepts through e-learning modules
  • To practice better with fully dynamic classroom seminars

Have a great sales day!

Frédéric Vendeuvre

Comment this article

Comment this article :
  • *Required fields

X
You liked this article? share it!
http://www.legrandblogdelavente.com/