{"id":27286,"date":"2021-04-27T18:08:54","date_gmt":"2021-04-27T18:08:54","guid":{"rendered":"https:\/\/perpetos.com\/?p=27286"},"modified":"2024-04-28T09:27:35","modified_gmt":"2024-04-28T09:27:35","slug":"remote-learning-for-remote-selling","status":"publish","type":"post","link":"https:\/\/perpetos.com\/en\/sales-enablement\/remote-learning-for-remote-selling\/","title":{"rendered":"Remote learning for remote selling"},"content":{"rendered":"\n
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In these times, professional salespeople are witnessing an unprecedented change in all aspects of the business world that will echo for years to come. Being an active part of this shift is crucial to the success<\/strong> of your business and the individuals that keep it running. What the sales function is confronted with is an unavoidable shift to remote learning <\/a>in support of the demand to master the skills of remote selling. <\/p>\n\n\n\n

In this blogpost, we discuss strategies to remotely train salespeople with new skills, refreshing their existing skill sets, and how to keep them motivated and engaged along the way in today’s hybrid selling world. <\/p>\n\n\n\n

Sales teams face the need to immediately master remote selling <\/strong><\/h2>\n\n\n\n

Today, selling has never been more difficult and requires salespeople to be very agile when selling virtually and connecting with their customers on a personal level. Now more than ever before, sales learning and development is extremely important for enabling salespeople to\u202fupskill and reskil<\/a>l\u202f to meet the new demands of your business and the needs of your customers all while selling from home. Normal methods of learning won\u2019t cut it in these difficult times, a new training approach is required<\/strong> to help your salespeople go through their own digital transformation.\u00a0\u00a0<\/p>\n\n\n\n

Turning in-person training and delivering via the web is not a solution<\/strong> <\/h2>\n\n\n\n

It is not just about turning your in-person training and delivering it through a video conference tool like Zoom or Teams. Nor is it effective to resort to traditional e-learning through a learning management system. Content that\u2019s in your learning management systems is most likely not relevant to the new sales models that have been put into place because of all the changes businesses are making regarding the effects of COVID-19. Also, every moment an impatient sales professional spends sitting through time-consuming LMS courses is time away from selling. We must find better ways to reinforce topics<\/strong> throughout the normal workday without disrupting anyone\u2019s workflow<\/strong>. <\/p>\n\n\n\n

Step-by-step training <\/strong><\/h2>\n\n\n\n

Many learning programs deliver so much information in short periods that it can be unreasonable to expect employees to pick everything up immediately. They are human, and humans have a natural tendency to forget. A more effective and lasting approach is to introduce new skills to employees while\u202fcontinually reinforcing<\/strong> what was previously taught to improve long-term knowledge retention. Once they show proficiency with a particular skill, you can move on to the next one. The key, however, is making sure that employees don\u2019t forget what they initially learned. One way to ensure sales professionals retain what they learn is to embed micro-learning<\/a> <\/strong>into your Learning & Development strategy. <\/p>\n\n\n\n

Snackable and mobile learning to reinforce learnings <\/strong><\/h2>\n\n\n\n

Research has proven that a great way to avoid disrupting sales people workflow is by pushing \u201cbite-sized\u201d chunks<\/strong> \u2013 no longer than 2 minutes per topic \u2013 so they can stay focused on their work and implement teachings into their day-to-day with ease. Mobile-first<\/strong> remote learning<\/strong> is essential in this effort. Even with more people at home, the \u201cdevice of first attention\u201d for most people is their mobile phone (Fig. 1). <\/p>\n\n\n\n

Additionally, these reinforced training sessions can be done in pockets of free time<\/strong> rather than salespeople having to carve time out of their day to get it done. This way, everyone gets constant refreshers and reinforcement without any of the inconvenience.<\/p>\n\n\n\n

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Fig. 1: Bite-sized chunks of mobile learning through Qstream <\/em><\/strong><\/p>\n\n\n\n

\"Bite-sized<\/figure>\n\n\n\n
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Personalized learning paths that support corporate objectives <\/strong><\/h2>\n\n\n\n

Your salespeople all come from different backgrounds and have different experiences, some may have already sold remotely before, so you need to take into consideration the different variations of knowledge sets by analyzing the knowledge gaps and using personalized learning <\/strong>that will meet the needs of each salesperson. Personalized learning paths can only be routed by understanding the proficiency and knowledge gaps of each individual.  <\/p>\n\n\n\n

We see 2 ways to personalize learning path<\/strong>s while supporting corporate objectives: <\/p>\n\n\n\n