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Customers of today are more well-informed and resourceful than ever before. In the information age, customers have access to product knowledge at their fingertips and expect sales personnel to be well-versed in their products and services. Proving Account Executives with the right resources to hone their skills and excel at their function is imperative.
Sales enablement training plays a vital role in this process. It provides Account Executives the means to create meaningful engagements with prospective customers and provides all the resources that sales personnel need to close sales. This is beyond the scope of classroom training. It warrants the use of on-demand content, tools, knowledge, and information about products and services. An effective sales enablement platform is a one-stop solution for Account Executives to effectively sell their products and services.
Learning Experience platforms are especially suited to provide sales enablement. In this blog post, we explore five key features of an LXP that make it the most effective means of delivering sales education at, and outside, the workplace.
There are two primary reasons why between 60-70% of marketing training content sits unused: Poor content discoverability and irrelevant content recommendations. Content that is not engaging may also garner poor usage. However, the discovery of content and its relevance to the account executive seem to play a role in low engagement with training.
The power of personalized learning paths quickly remedies this challenge. LXPs are data-driven and leverage preferences, choices, dwell-time, assessment scores (competency) to build relevant recommendations for your sales staff. Learning managers can curate better learning experiences through learning paths and therefore improve engagement with the training.
Sales training content can also be categorized based on sub-topics with tags that make it easy to quickly find the right material at the right time.
The pandemic has redefined how we work. Close to almost all jobs and functions within an organization takes place remotely. This has made remote training an integral part of the L&D strategy of organizations. Training today occurs through the use of technology to connect the user with the content.
Access to product training is integral to an effective sales enablement strategy of technical sales employees. Without uninterrupted access to knowledge content of products and services, sales and upselling become challenging. A cloud-based LXP is accessible securely from any device. All product training content becomes instantly available to a globally dispersed workforce with access to the internet. In case the internet is interrupted, content can be downloaded securely to the device and accessed offline.
This is especially useful for informal training outside the workplace or in the field. The prevalence of mobile technology makes it easy for sales training to be disseminated as per the needs of the sales personnel.
One of the greatest challenges of corporate training is keeping users engaged. Adding game-based elements and interactivity to the training program can offset this major challenge considerably. Social sharing elements can improve teamwork and healthy competition.
“Game designers have made some of the most mundane human activities interesting and engaging. Case in point: The Sims. A person playing The Sims literally spends his or her time getting the Sim out of bed, feeding them, getting them to the bathroom to get clean and dressed, and then sending them off to work. Not once but over and over again throughout the game. Somehow, the boring, daily routine that we all do transforms into an engaging and interesting game.” — Karl Kapp
Gamification lends itself very well to sales enablement training. It taps into three defining characteristics of sales personnel:
By incorporating game-like elements into the sales enablement training program, it is possible to drive better completion rates, improve training engagement, and therefore effectiveness. Integral features of LXP such as leaderboards, badges, and levels and social sharing keep account executives motivated with targets.
If your sales enablement content is to be accessed regularly, a good user interface and experience are vital. Even a new user should be able to navigate through the learning system and find relevant material with ease. An LXP prioritizes use-of-ease. This user-centric approach can garner improved learning experiences.
A wide variety of training content can be hosted on an LXP. Content can range from complex scenario-based training that requires user interaction, to simple documents and audio files. LXPs can be used to effectively deliver microlearning. Nuggets of learning content are delivered in bite-sized chunks with specific learning objectives. Instead of overwhelming busy sales personnel with a mountain of resources, LXPs provide an easy-to-use repository that can retrieve key content instantly. The improved navigation of an LXP, as discussed earlier, also makes it attractive for account executives.
From an efficiency point-of-view, LXPs can be programmed to offer spaced repetition of crucial training content. Nudges, in the form of notifications and reminders, propel account executives to build the skills and knowledge necessary to improve their performance.
The ability to index, curate and update training content vastly simplifies training management for organizations. Ease of sales enablement content management for learning managers reduces time spent keeping material up to date. A learning administrator’s dashboard in an LXP also provides useful information relating to content success, usage, and assessment results. Learning managers can have a bird’s eye view to understand what type of training content yields better success. A real-time content management dashboard contributes to better investment decisions. The ability to ascertain content effectiveness through interaction and results provides key insights on how to improve your sales enablement strategy from both a sales and marketing perspective.
Origin Fractal is a Learning Experience Platform built to leverage modern immersive and interactive technology, data analytics, and a learner-centric approach to offer exceptional learning experiences to users. The design philosophy that drives Origin Fractal was devised after observation, understanding the needs of our clients, and extensive research on what makes learning stick. Fractal LXP offers seamless API-based integrations with other enterprise platforms in the L&D ecosystem.
Write to us at firstname.lastname@example.org for a demonstration of Fractal LXP capabilities and how it can aid the sales enablement strategy of your organization.