Online Sales Training: Types, Strategies, and Benefits

Employee training and development is crucial for driving business success. Organizations that invest in sales training have 57% more effective sales than their competitors (Task Drive) and sales training has been found to improve sales reps’ performance by 20%, on average (Spotio). Despite this, a staggering 70% of salespeople are self-taught individuals who report not having received any formal sales training (Task Drive).

These figures reveal that investment in sales training always reaps a reward, but businesses’ sales training efforts are falling short. Whatever the reason behind this gap in the industry, online sales training is a cheaper yet effective alternative to face-to-face sales training that organizations can consider.

Types of Online Sales Training

Sales training is an umbrella term that includes a few different knowledge and skill areas. Salespeople require a diverse toolbox of abilities to successfully pitch and close deals with a wide range of customers. Here are some of the key topics an effective online sales training program should cover.

Product Training

Salespeople spend most of their time on the job telling customers about the products they are selling. To do this effectively, they should have a deep understanding of each product on offer and the problems it solves. Product training educates employees about a company’s products, their unique features, their technical specifications, and their purpose, making their pitches more confident and convincing. Hence, product training is a must-have in any meaningful online sales training program.

Onboarding

Onboarding is a critical time for an employee. A successful onboarding period reduces turnover and guarantees better performance. This holds true even in sales. On average, onboarding a sales rep takes 38 days. In other words, new sales hires typically spend 5 weeks to learn the ropes in a new position. An effective online sales training program will hence be paced accordingly. It is important to know your learners, leave room for flexibility, and allow for some personalization in the onboarding curriculum. Some of the topics that you will need to educate your new hires about while onboarding them are:

• Your products and services
• Company culture
• Your business’ persona and voice – how salespeople talk to customers (e.g., formally or casually)
• Your customer base
• Expected performance standards
• Where to find support

Standards and Best Practices

Online sales training programs should also include standards and best practices so employees are well-versed with SOPs, workflows, documentation, and technological tools such as CRMs. Additionally, employees should be comfortable using eLearning tools, such as LMSs.

Soft Skills Training

Being a customer-facing job, salespeople require strong soft skills. For example, salespeople need exceptional active listening skills to really get to the heart of what customers are expressing and pitching products based on this. Being heard also build customer’s trust in the brand and its service. Therefore, a well-rounded online sales training program will include soft skills training for employees.

Learning Strategies for Online Sales Training Programs

Let us now look at the kinds of content and eLearning tools you can use to deliver a successful and impactful online sales training program.

Scenario-based Learning

Sales requires employees to think quickly, be adaptable, and manage a lot of different kinds of situations. Naturally, a 101 manual would not work for such a job. Instead, online sales training should build actionable skills, critical thinking, and problem-solving in learners. Scenario-based learning is a great way to do so. It is a learning technique where learners are given different scenarios and options to navigate through these scenarios. The outcome of the scenario is based on the learner’s choices, and they get feedback for each move or the overall scenario to help them understand the underlying concepts at play in the scenario.

Simulations

Simulations are another great tool for online sales training, especially to teach learners how to use digital tools for their job. Simulations are digital mimics of real-world environments, be it an office, shop floor, or digital program, where learners can practice important skills without the risk of consequences for mistakes. With the help of simulations, learners gain practical skills and insights and learn from their mistakes, making them more efficient and safer on the job.

User Generated Content for Social Learning

Another great source of content in online sales training is user-generated content. This is content generated by employees at the company who are in similar roles. User-generated content allows employees to have a glimpse into the tips and tricks high-performing salespeople use with customers, making it a source of rich social learning. User-generated content can be shared across the organization, leading to an exchange of knowledge between individuals in various locations and branches.

Demos

Demos, mock calls, and roleplays are common teaching tools in sales training. While typically done in person, these can easily be adapted to online sales training programs. Learners can watch videos, listen to audio recordings, and even have live roleplays in virtual classrooms to build their skills.

Personalized Learning Journeys

While product knowledge varies from business to business, some core sales skills are transferable. In fact, sales requires an eclectic skillset, including more general professional skills that are common across different roles. Thus, to save the learner and the company’s time, online sales training programs should have personalized learning journeys where learners have the freedom to learn according to their strengths and weaknesses.

Benefits of Online Sales Training

eLearning technologies allow for immersive and hands-on online sales training without compromising on the quality of learning they provide. It has already been highlighted how online sales training is more likely to have better outcomes than face-to-face training programs. Here are some of the best benefits online sales training provides:

Better Sales

Well-trained employees are more proficient at their jobs. Hence, well-developed sales training programs that are well-aligned with business goals and learning objectives shape skilled salespeople. Online sales training takes this a step further, allowing learners to revisit training material whenever they need it. With online sales training, it is also quicker to get new information to learners when changes occur. As a result, online sales training enables continuous, high-quality learning. According to The Brevet Group, continuous sales training can lead to up to 50% higher net sales per employee. By ensuring quality, as well as quantity, businesses can significantly improve their sales with online sales training.

Flexibility

Online sales training is more flexible. Learners can access it when they have time and revisit it when the need arises. This eliminates the need for companies to schedule longer training sessions, reducing the time employees spend away from the job. This fits well with the busy schedules of salespeople, especially those who travel to clients.

Reduces Turnover

Effective sales training increases employees’ productivity, confidence, and satisfaction with their jobs, leading to lesser turnover. Sales positions have a higher turnover than other fields, and hiring and onboarding just a single sales rep can cost businesses up to $9,589. Effective sales training is one of the best antidotes to this.

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Frequently Asked Questions (FAQs)

Can sales be learned online?

Yes. In recent years, businesses have shifted to online sales training over in-person training due to its flexibility and scalability. Apart from its convenience, online sales training is also effective, enabling sales teams to deliver 23.2% higher pipeline than teams that received other forms of training or no training at all.

What training is required for sales?

Sales training might include:

• Product Training
• Onboarding
• Standards and best practices
• Soft skills training

What are some Learning strategies for online sales training?

Learning strategies for online sales training include:

• Scenario-based learning
• Simulations
• User-generated content
• Demos
• Personalized learning journeys