All sales enablement initiatives begin with good intentions. Yet, the training elements of these programs often become boxes that need to be checked, as fast as possible, by any means possible, for as cheap as possible.
- Watch this video. Check.
- Complete this many hours of training by Friday. Check, check.
- Participate in this online training. Check, check, check.
Online sales training seems cost-effective and efficient in the short-term. But instead of a sales training program that will create change and improvement, your sales team winds up rushing through these online programs, often multi-tasking as they half participate and half check their email on their phones.
No one gets their hands dirty implementing the training. No one tries on the training. It goes in through their eyes (and their ears if you are lucky) and disappears as soon as the computer shuts down for the evening.
Sales training programs are part of sales enablement.
In a large organization, you as a leader must approach learning and development with this key question: How do we provide an environment that supports ongoing job and skill improvement?
To answer this question, you must understand your purpose.
- Understand your team’s and your organization’s weaknesses and opportunities.
- Create clear goals for the sales enablement programs and the training components of those programs.
- Include how you will measure whether or not those goals have been reached, in specific time frames.
- Incorporate a blend of online, in-person, listening and hands-on training programs.
Training and growth will not happen overnight.
Put in place practices for ongoing growth and employee development and incorporate methods to measure what your team is learning and how that is impacting your revenue performance.