Sales and Support

eLearning for Sales & Support

Use eLearning or Blended Learning to get your sales, service and support teams up to speed on your latest product offerings, get them trained on handling customers of all types and have them hone up their sales and marketing skills. You could build complete custom eLearning solutions or you could build eLearning videos which can be used in standalone or in a blended learning format.

Sales and Support Training
Sales Pitch

Sales Pitch

Need to train your sales team on how to pitch your latest product? Show them how the pros do it. Build an eLearning video around your best sales person and have her demonstrate her skills and explain her techniques. You can roll out the eLearning to a global sales team and get them ramped up fast.

Articulate Value Proposition

Articulate Value Proposition

Your product’s value proposition will go unappreciated unless your sales team is able to articulate it in a way that your potential customers can truly appreciate the benefit of your product to them. Use eLearning videos to demonstrate both the right ways and the wrong ways to present your value proposition. Use these videos in role plays in classroom sessions to ask learners to emulate what they see in the videos or to critique and discuss them.

Role Play

Role Play

Getting sales people to play different roles – the customer, the decision maker, the gatekeeper and of course, playing themselves – can be a great way to expose them to what they will experience in real life in the field. Using eLearning you can get all members of your sales team on the same page before they begin role plays. You could also film the role plays and use the footage to analyze the performance of the participants.

Managing Risks

Managing Risks

Business success requires the intelligent management of risk. This includes understanding the risks faced and finding ways to either eliminate them or at least to mitigate them. Any sales process also faces risks and using eLearning you could expose your sales team to real examples where they can see how such risks are dealt with.

Managing Partners & Distributors

Managing Partners and Distributors

Your partners and distributors may be the key to your business success, yet how much do you invest in training your employees on how to work with them? Understanding your partners’ drivers and motivation, and the metrics of their business success can be essential to building a symbiotic relationship. Use eLearning to train your employees this essential skill.

Best Practices

Best Practices

Over the years your sales team would have amassed a ton of combined experience and would know what sells and what doesn’t, what strategies work and what don’t and which types of clients to approach and which to stay away from. How do you make this knowledge available beyond the sales team or even to new sales people? Capture it in the form of eLearning videos and make them a part of your sales training.

Handling Challenging Customers

Handling Challenging Customers

Expertise in handling challenging customers comes only from actually going through the experience. But before you send a new sales or service person into a difficult account, let her go through an eLearning program where she gets a good feel for what it would be like to face a tough customer. Use eLearning to show how to answer questions, handle objections, talk about competitors and manage the internal politics.

Product Training

Product Training

A sales person can easily lose a deal because he or she just doesn’t understand the product. Avoid the scenario where your customers know more about the product than your sales person does. Using eLearning create timely training programs to get your sales team up-to-speed on the latest features and value-add of your product and help them understand how to up-sell and cross-sell using these new features.

Objection Handling

Objection Handling

In all sales scenarios, customers have objections. Sometimes they have real objections. Sometimes they are just testing you. Either way how a sales person handles such objections will have a great impact on the end outcome of the sale. Use Custom eLearning Solutions to create training where your sales team gets to see a large variety of potential objections which they may face from their customers.

Reducing Support
Costs

Reducing Support Costs

Support costs are directly linked to the amount of time spent by your support personnel engaging with a customer who has a problem. The faster the support personnel can solve the problem the lower the support costs – for you and for your customer. So training support personnel to quickly resolve issues is the key and eLearning can be a great tool to achieve this goal.

Presentation Skills

Presentation Skills

Not all sales people have great presentation skills. So how do you train your less confident, less gifted speakers and get them to make powerful presentations? Why not capture your best presenters on film and make eLearning videos out of them? You could use these videos in a blended learning format and you can get your learners to analyze and emulate what they see in the videos.

Case Studies

Case Studies

Capture your customer sales and support scenarios in the form of case studies and roll them out to your employees through eLearning. It is the fastest and best way to spread the knowledge of customer engagement across a geographically distributed work force.

Explaining USPs

Explaining USPs

Do you sales people know the Unique Selling Proposition of your products and your services? USPs do not stay unique for long and need to keep changing in order for you to stay one step ahead of the competition. How do your train your sales people in the field and keep them up to speed on your product USP? Use eLearning and roll it out as Mobile Learning. This will be the fastest and most effective way for you to roll out timely training to your sales team.

Sales Scenarios

Sales Scenarios

Re-enact real life scenarios in the form of eLearning videos and make them available to your sales team. They will see themselves in these scenarios and learn from them. You could use such videos in blended learning form and have them drive a discussion in a small forum.

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eLearning for Sales & Support Training

Train a distributed sales force

Mobile Learning is the best and most effective way to reach a sales force which is geographically distributed and is always on the run. You can build training videos on your various products and include sales material in them. These videos can be hosted from your LMS or direct made available for download to mobile devices. If you have a BYOD policy, the use of eLearning videos works even better as you do away with issues related to connectivity with your intranet or your internal IT systems.

Reduce training costs

Sales Training can be expensive especially if it needs to be delivered to a distributed sales force. You either need to fly trainers to multiple locations around the world to conduct trainings. Or you need to fly your sales team into a single location where they can undergo traditional classroom training. Either way you will lose both money and time. By delivering eLearning solutions straight to the mobile device of the sales person you can avoid pulling them out from the field and you can eliminate travel costs.

Fast training rollouts

From the moment you release a new product you will be under pressure to deliver training to your sales and support teams. The fastest way to get this training to your field is via eLearning. You can begin the process of developing the eLearning before your new product or service are launched and time the delivery of the eLearning solution to your marketing and sales go-to-market roll-outs.