All posts by MRCC

Nail The Pitch: Blended Learning for Dynamic Sales Training

A lot is expected of our sales teams, the majority of business heads will tell you that as long as sales targets are being met with, other problems are likely to get resolved. Ensuring a continuous pipeline, regardless of your business, is the key to growing and thriving. But here’s a thought, what are we doing for our sales team in lieu of higher expectation and dependency to get the ball rolling? Are we nurturing them adequately to cultivate the optimum performance levels?

It can take a while to get an effective salesperson up to speed – especially if you have an ever-changing portfolio of products or services. We know, ‘Time Is Money’ so how can you communicate the relevant and correct information to the sales team efficiently and effectively? For me, the answer lies in Blended Learning.

Engagement Is Just the Beginning

Don’t just limit Blended Learning to engagement, it has roots that go deeper and branches that climb higher. Blended learning ensures the acquisition of knowledge, mastery, application; and long-term sustained behavior change in the field. It not only uses technology to engage learners but also to achieve the desired learning outcomes.

POWER UP TRAINING AND PRODUCT KNOWLEDGE WITH THE PERFECT BLEND

Keep It Shorter to Make it Better:

It’s crucial to get the right information for your frontline team, but what’s even more critical is to ensure that it should be timely communicated. Anything too lengthy might result in an opportunity slipping out. Learning in the sales field should be quick; therefore, learning interventions should be short and focused and the best way to go about this, is to adopt a microlearning approach. For example, if you have a new range of services and you need to ensure that your sales team comprehends it quickly, then you can deliver this content through PDFs or short animated video formats. This not only saves time but also ensures that learning sticks and your sales team is receiving up-to-date information.

Train to Influence:

Due to increasing product proliferation and knowledge of customers, sales personnel experience a tough time in influencing the buying decision of customers. Let’s take the example of product training, whose two vital aspects are – product knowledge and soft skills. The specifications and features of the product can be provided through online training using eBooks, online manuals, product videos, etc. However, when it comes to demonstrating behavior and attitude, an instructor-led approach is deemed more suitable. Observing specific body language and expressions of instructors during classroom training could make learners understand the nuances of soft skills. In addition, classroom interactivities contribute to making the training session interesting and intense.

Reinforce Knowledge:

We all are aware of the famous quote, ‘Practice Makes a Man Perfect’, and bearing this in mind, you must understand that all the money you invest in ILT sessions can only be fruitful when the learning is reinforced through meticulous revisions and practice. Product knowledge portals, interactive videos, online live sessions, quizzes, etc. can help the sales team stay abreast of what’s new. In addition, the sales team can help in the improvement plan by sharing their feedback on what’s working and what’s not.

Gamify to Amplify:

Sales specialists tend to be active learners, and a linear approach to convey concepts can bring in boredom quickly. That’s why scenario-based learning is viewed as a winning option to push the sales team into an active mode. They get to work through a real scenario and utilize their skills to influence customers. If you make mistakes, you either get penalized or you lose, and if you win, you move ahead and get rewarded. The rewarding system of a game reflects the real-life environment, which makes learning engaging and realistic.

Enable Access and Track Progress:

It is quite possible that your sales team may be dispersed or perhaps they are on-the-go. So, accessibility on a device that suits their preference is vital. You could always consider an offline app to let your team complete their training when they can’t get online. Now, the ILT mode has its fair share of perks, in sales training as it allows face-to-face interaction; but its limitations are not far behind. This is especially true in the case of fast-tracking and monitoring of learners’ progress. With a blended approach, businesses can effectively manage assessments and evaluations through a Learning Management System.

Convert ILT into VILT:

Instructor-led training (ILT) has certain advantages that support its existence even today and we are absolutely sure about it! However, considering the cost, time, and logistics involved in organizing ILT sessions for a huge or dispersed audience, the option of using virtual instructor-led training (VILT) seems more feasible. ILTs will have to be redesigned for the VILT sessions to generate the desired outcome and serve the purpose of blended learning.

FINAL THOUGHTS

There are tons of factors that drive sales performance, but blended learning takes the top spot when it comes to developing a talented customer-facing team. Perfect blended learning helps you keep in mind the nature of the specific challenges of sales and product training, such as addressing knowledge, processes, skills, different learning styles, and the need for behavior-based skills training. Given the several requirements needed to boost sales, I think you would also agree with me when I say that a simple brief will not help you close the deal, you need the ideal blend to make it successful!

For additional information or to schedule a consultation to discuss a tailored blended learning solution for your company reach out to us at info@mrccsolutions.com

Why Corporates Need a Personalized Adaptive Learning Platform for Successful Corporate Training?

Every organization is unique, and so is every mind that works in the organization. Priorities and needs differ – that is why the ‘one size fits all’ approach needs to take a backseat. Today modern businesses are characterized by a multigenerational and dispersed workforce. With such a mixed bag as a central characteristic of organizations across the globe, training can no longer be uniform for all. So this brings us to the big question: How can personalized adaptive learning solve complex workforce challenges to deliver successful corporate training? Continue reading

NETVIDYA: The New Age LMS, that addresses all your Learning and Development Needs

LMS is no longer a withering concept, it’s an evolving one! Let’s elaborate on this, organizations work tirelessly to meet the need of their learners, and this demands a continuous offering of innovative learning methodologies. Now earlier on, traditional LMSs were far from being learner-centric, they were simply ‘management’ systems meant for learning. They focused more on business rules and compliance as compared to usability and accessibility. So what changed? Continue reading

Onboarding in the New Normal: Creating a Simulating Onboarding Process

The experience of welcoming an employee is easy when you are there to receive him or her personally. In such a scenario, their queries and concerns can be addressed in real-time enabling a more personal experience. However, a new herculean task of hiring new talent and onboarding them has suddenly cropped up, especially when his or her first day is conducted remotely and both, employee and HR don’t have the luxury to go and meet each other in person. Continue reading

Gamification: Next Level Learning for the New Age Learner

Have you ever noticed that there are times that learners are sitting and listening to some lecture or orientation, but then just one look at them and you know that their mind is completely elsewhere? So where do you think the problem lies… is it with the learners or with the learning method?

If your answer is learners, then wait and think again. Do you know that the new-age learners have a lower attention span? hence keeping them constantly engaged throughout the learning process is not an easy deal. Continue reading

Legacy Modernization: The Digital Transformation Game Changer

Every industry is currently struggling with the challenges of repurposing extensive volumes of traditional eLearning content into newer and up-to-date formats. It is therefore important to pursue a well-thought-of and implemented modernization strategy that can effectively eliminate redundancy and appeal to the learners of today.

Learning Modernization is much more than a basic software update and calls for a fair consideration towards the content as well. A Learning modernization strategy is essential to keep content relevant and effective while keeping in-line with the technological advancements and new-age learner’s demands. Continue reading

Learning Simplified with ‘Netvidya LMS’ – Product Overview

Summary:

MRCC’s Netvidya LMS is an advanced Learning Management system that is designed keeping the New Age Learner in mind. It allows you to personally set up, deliver, and track learning, without the need for any technical expertise. Equipped with a robust assessment engine it offers customized curriculum planning, accurate performance evaluation, and advanced content management. It fosters an efficient, competent, and accessible learning culture through an interface that is user-friendly, multilingual, and intuitive. Continue reading

Bite-sized Learning: Revolutionizing Enterprise Training

On a scale of 1-10, how attentive are you? To answer this question, try to think of 5 things on your phone, that were able to hold your attention for more than 5 minutes in the last 24 hours.

Now, the guess is only a handful may have been able to come up with all 5 things, but most of us would still be in quite a fix, trying to recollect, what managed to hold our attention. You see, the challenge that most learners face today is an extremely short attention span. According to statistics worldwide, the average attention span of a learner ranges between 8-12 seconds, which quite honestly is a very limited window to make an impression. Continue reading

6 Free Tools for Remote Work to Help Your Team

Hey there folks! So have you all been restricted to the four wall enclosure yet? Most of you must be aggravated annoyed and terrified of the current situation that has put lives at risk globally. But even amidst the chaos and panic, here’s what needs to be put into perspective, that no matter what the odds, mankind has always emerged victorious and stronger and times like this render us tougher. Continue reading

How Product Training can Positively Impact your Customer Support & Sales Teams

Have you ever come across a situation where you approached a sales executive for product information only to get a blank stare in return? Or did you ever get transferred from one customer support executive to another for a product-related issue? As a product or service-based company, if you struggle to deploy the right person who would understand your customer’s problem and help them resolve it, then you would know the importance of adequately training the sales and customer support teams on product knowledge.

Continue reading