Sales enablement is the process of assisting the sales team in selling more efficiently. This includes supplying them with the necessary information, content, and tools to boost sales. As the market is constantly changing with new products and services, new sales representatives, and new customer demands, there is a continuous need to fill the gap.
One of the simplest ways to fill this gap is to conduct sales training for the sales team consistently. However, there are several challenges. Most training involves employees being away from their jobs to attend conferences and workshops. As a result, whenever a product is switched or a new salesperson is hired, the sales team must take time away from their work. Sales decrease as a result of this cycle.
With technological advancements, it is now simple to keep the sales representative updated on the products, company policies, compliance regulations, and services. One method is to use a Learning Management System, also known as an LMS, for sales training.
In this post, we will discuss the top five ways to use an LMS for sales training.
1. Product Training With An LMS
Sometimes sales representatives do not have complete information about a specific product feature or service. Product training can be offered just-in-time with LMS, making it more effective. The representatives will have direct exposure to all product information.
The content archive can be updated with important details about the product, the sales cycle, and best practices. This will allow the sales team to pursue these at their leisure at any time during the day.
Furthermore, the data can be revised, updated, and sent to the salesperson just when the product is updated. With a mobile-friendly LMS, the salesperson can immediately access the information from any mobile device. It will enable them to even provide relevant information to their customers on time.
2. Using Learning Management System For Virtual Sales Meetings
It is common knowledge that holding a sales meeting at the start of the day is critical for preparing the sales representative for a successful day. This meeting is frequently used to strategize a salesperson’s day as well as to update the sales team. With advances in technology, the sales manager can now hold sales meetings remotely.
Managers can carry out routine meetings remotely and keep the sales team up to speed using an LMS with an embedded web-conferencing or virtual classroom tool. They will also be able to determine whether or not everyone received the information.
3. Using Learning Management System To Improve Sales Skills
The most difficult task is undoubtedly sales skills training or teaching sales reps how to sell. It is also presumed that sales skills training necessitates a hands-on learning environment, which is hard to replicate in online training.
However, this is not always the case. An LMS allows a business to share a library of standard practices in sales and a sales toolkit with salespersons, which they can access when needed. You can also request that the salesperson record as well as upload their sales pitch, product demos, and live customer calls and send them to managers for review. Managers can then offer feedback on the submissions, which can aid the salesperson in improving their sales skills even further.
You can also regularly conduct assessments with quantitative and qualitative rankings and feedback to evaluate the sales team’s skills.
4. Incorporate Gamified Learning
You can use game-based exercises to increase learners’ motivation and engagement by making learning more fun, exciting, and competitive.
Using a sales LMS, you can add exciting elements to your learning milestones such as points, tallies, rewards, badges, and so on. You can also hold a weekly contest to see who has completed their learning objectives in the allotted time. This will encourage sales reps to finish their courses on time.
5. Make Sales Training Collaborative
You can use LMS to enable sales reps to learn together by sharing information and opinions; it makes the learning process not only efficient but also enjoyable. An LMS embedded with collaboration tools such as web conferences, discussion boards, live chat rooms, and social sharing widgets allows sales staff to participate in a cooperative learning process.
It fosters a friendly and social environment at work while also allowing for learning. It is simpler for salespeople to ask questions on a discussion board and initiate a conversation about training on a social platform.
Also, have a look at The State of Learning Management Systems – How They Can Help Your Company Grow.
6. Teach The Customer
An LMS tool can be used not only by your internal team but also by your customers and prospects. You can create effective product training from the user’s perspective with your LMS. When a prospect requires a stronger insight into how the product works, the sales rep can present the prospect with a live “look” using the LMS.
7. Customer Service Training
Sales courses teach learners how to best sell products by teaching them how to forecast customers’ needs, present products with customer benefits, address objections, close sales, and so on. Customer support skills training teaches salespeople how to listen to customers while effectively executing problem-solving processes.
Learning process automation and increased engagement can be achieved with LMS software. You can give your learners wonderful SCORM-compliant courses; examine their knowledge with online tests and quizzes; and help them develop their sales, communication, and interpersonal skills with dialogue simulations.
8. Performance Evaluation
Every organization must analyze the performance of its salesforce. Modern learning management systems (LMS) provide insights into relevant data, allowing managers to utilize mentoring opportunities for their teams to identify skill gaps. The LMS aids in sales enablement by tracking key performance indicators (KPIs) such as sales funnel, overall performance, and so on. Managers can easily monitor their teams’ progress, close talent gaps, and instill a spirit of friendly competition that incentivizes achievements using this KPI data.
A Learning Management System is a novel and effective method of training your sales team. It contributes to team effectiveness and is a valuable tool for ongoing sales enablement.
Learning Management Systems provides comprehensive coverage of the learning and upskilling processes. You can use an LMS to conduct sales skills training, product training, and virtual sales meetings to provide your sales team with the content, knowledge, skills, and tools they require to be effective in their roles.
Furthermore, LMS systems for sales training make it simple to deploy and manage training courses. Every learning process runs smoothly and without hiccups with the features provided by an LMS.