Training Industry Magazine - July/August 2017 - 54
Engaging
online sales
enablement
training is not
just the way of
the future - it's
working now.
and expectations both within the
course and in marcoms surrounding
the experience. For example, short
videos, reference documents and
discussion forums.
Challenge and reward me:
Points, badges, gamification and the
competitive spirit of leaderboards.
Additionally, rigorous peer-graded realworld capstone assignments to boot.
DEMAND IS INCREASING
Microsoft is just one example of the
possibilities of sales enablement
transformation. It's been truly refreshing
to see how many RFPs come through
specifically asking about the digital
components of enablement offerings.
There is also an increased expectation
for experiential learning to be
incorporated just as effectively (if
not better) online as in-person. For
example, applying learning to real-world
scenarios and uploading a role-playing
video for peer feedback, incorporating
simulations, remote coaching, office
hours and best-practice sharing.
Various components of the modern
learning ecosystem can come into
play at different stages of the learning
experience. They can be put together in
different combinations to best suit your
sales organization and priorities.
| 54
ANOTHER WAY OF BLENDING
One health care technology company
went with a blended learning approach
to their new online sales enablement
program. They assigned small cohorts
of two to four sellers to regularly meet
via web conference outside of the selfpaced online learning. By carefully
mixing junior and senior salespeople,
and integrating social learning and selfenhancing communities of practice,
the company created a mentoring
atmosphere that shared tacit knowledge
with new salespeople, getting them
onboard faster and more solidly. After
all, salespeople, like most learners, trust
their peers the most and tend to highly
value their opinions and experiences.
EXPANDING THE LIMITS
OF SALES ENABLEMENT
It's a mistake to limit your thinking
about sales enablement to just the
sales organization. The best sales
transformations run across the enterprise.
Higher performing organizations have a
disciplined sales enablement function,
but also tend to enable broadly across
the organization, including marketing,
customer success and customer service
(i.e., selling at every level of the customer
lifecycle). Higher maturity and broader
sales enablement tends to lead to 8.2
points higher revenue plan attainment,
according to CSO Insights.
This is one reason why Telstra, Australia's
largest telecommunications company,
started a partner accreditation program
for both partner sellers and technical
professionals who implement Telstra
solutions for businesses. The results from
the pilot have been striking, including
an overall pilot participant Net Promoter
Score of +63, which is on par with the
best traditional face-to-face training.
Engaging online sales enablement
training is not just the way of the future
- it's the training of the present, and
it's working. There are so many options
out there for engaging learning
experiences. What an exciting time to be
in sales transformation!
Sanjay Advani is vice president of marketing
and alliances at Intrepid Learning, and Catie
Bull is Intrepid's marketing manager. Email
Sanjay and Catie.
HOW DO I KEEP MY TRAINING
HIGHLY ENGAGING IN AN
ONLINE EXPERIENCE?
Experiential learning in context is the
answer. Microsoft, for example, uses
a "Missions" format where each week
sellers complete an exercise related to
the module's focus by using one of their
real client prospects. By the end of the
learning experience, they'll have built an
entire client plan, for a prospect they can
provide value to immediately.
Other examples of ways to tie learning
to sales:
* For blended learning with a group
aspect, have members share a
challenge or opportunity to work on
a solution together, then submit their
work individually, showing what the
team came up with.
* Sales managers take coaching
templates used in an online course
and check back with their learners
three months later, and again six
months later, for reinforcement
and improvement tracking.
* Observational checklists used to rate
and grade inside sales on techniques
and methodologies.
* Role-play, with learners recording
videos of themselves pitching to an
audience, uploaded to the online
learning experience for peer and
mentor feedback.
Table of Contents for the Digital Edition of Training Industry Magazine - July/August 2017
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https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_fall2023
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_summer2023
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_spring2023
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_winter2023
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_fall2022
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_summer2022
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_spring2022
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_winter2022
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20210910
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20210708
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20210506
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20210304
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20210102
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20201112
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20200910
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20200708
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20200506
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20200304
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20200102
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20191112
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20190910
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20190708
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20190506
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20190304
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20190102
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20181112
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20180910
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20180708
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20180506
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20180304
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20180102
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20171112
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20170910
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20170708
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20170506
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20170304
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20171112_se
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https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2015winter
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