Digital Selling and Sales Training Journal

What are the benefits of sales training online when measured against classroom or in person instructor lead sales training? Today (and probably into the future) there are millions of salespeople working remotely and will demand sales training delivered online. The delivery of training programs which were traditionally delivered in-person, like many other things, has transitioned to the web. More and more sales managers plus learning and development managers are pleasantly surprised by the many unexpected benefits of sales training online, as it grew into the main delivery channel in the past year. These benefits of online learning support the widely held belief that impactful sales training does not have to be confined to classrooms. Research from Harvard shows that engaging with online learning enables the learner to connect in new ways, beyond what w

Online sales programs are growing in popularity as more and more sales professionals self-educate. Today, salespeople have to be the link between the digital world and the real world by having the sales skills to engage customers and close sales. Yes, there is (and probably will be for a long time) the need for person to person dialogue in the sales process. The major difference is the skills deployed and the timing of when conversations happen. Selling is about conversations, commitments and problem solving. The modern buyer wants more than the value of the product or solution, so, If you salespeople want to be valued by their customers, they must fully understand their problems. Online sales programs can provide the knowledge so a salesperson can uncover what the customer is missing or needing, then analyze that problem. The skill to get to the root cause of what causes the problem and then to propose what could solve the problem.

Sales Training Programs Online Sales training programs online could become the preferred delivery channel over the next few years. Online sales training has both advantages, disadvantages, and parity with the more traditional approach to up-skilling salespeople. Remote working, flexible working hours, cost, productivity, and preference will lead to sales training being delivered online with a decline in traditional instructor led classroom training. The hard reality facing salespeople and sales leaders is that the selling environment has changed dramatically. Whether that is as a result of disruption, digital platforms, and buyer preferences. The impact is an increasingly competitive market, meaning that every business has to fight their corner to avoid revenue decline, customer churn and competitor moves. As salespeople are to the fore of human to human buyer interactions, training them has to mirror the digital journeys most customers now take. Add in the fact th

Due to a shift towards remote selling and more salespeople working from home, sales leaders are asking “does online sales training work?”. We know that best in class companies (and indeed the most successful salespeople) are constantly seeking ways to improve sales performance. So, both coaching and sales training must adopt to the reality of more online learning. It may take some time to accept that online sales training is not just an alternative to classroom based sales training but could be THE sales training channel as we enter the middle digital sales era. Apart from emotions, there is little to suggest that classroom training is more effective online training for salespeople. Maybe the question is not whether online sales training benefits your sales force; but whether sales leaders can afford not to join in the trend. Online sales training courses Over 70% of companies believe that Online Learning gives them a competitive advantage The quote above should n

Sales Training Aligned to Your Buyers Journey - The Digital Sales Institute : sales training aligned to your buyers journey will significantly improve your sales performance and results. Take the guesswork out of selling. In a world where it is increasingly difficult to separate out one offering from the next, sales training aligned to your buyers journey can be a key competitive advantage as it will allow you to deliver relevant experiences matched to each step along the process. For you to truly understanding your own buyer’s journey will mean embracing the many turns in the path towards a buying decision. You must acknowledge that success comes from a dynamic approach to selling. Many of us already see the effects of a changing buyer’s journey. The question is, can you be proactive in your drive to change with them. It’s not enough to observe that buying has become more complicated. All of us in sales must make the moves necessary to lead the customer

Online sales courses are one of the biggest revolutions in the world of sales training. The growth of online sales courses reflects the change in expectations from the modern salesperson. They want to learn in an environment that is familiar, convenient and easier to access. So, let’s start by understanding why online sales training has become the channel of choice for both individual and corporate sales training requirements. Firstly, it is important to understand the target audience. The modern salesperson is keen to learn and up-skill, in fact survey after survey shows that nearly 60 percent of them prefer opportunities to learn new sales skills at their own pace while over 50 percent prefer access to sales training materials at the point of need. Sales trainers and salespeople now understand that for a whole host of reasons, they need to rely on online sales courses to cater to varied learning requirements. The rise of digital is transforming the sales process and

Learning Sales Skills Online - The Digital Sales Institute : Learning sales skills online has many learning advantages for a salesperson, including that training lessons are more convenient and retentive. So, how salespeople at all levels of experience take better advantage of online sales training? Also, what is the most efficient way to learn and absorb as much information as quickly as possible? How Learning Sales Skills Works Learning any new skill including sales skills works the same way. We all rely on memory and neural schemas to learn new skills. Any learning that we undertake relies on our ability to tap into our memory bank, so that we can then adjust to the new information being presented. So, learning sales skills is an active process that involves a level of sensory input to our brains, and our ability to extract meaningful data from the sensory input by paying attention to it so it reaches our short-term working memory. Then a potential transfer of

Benefits of Online Sales Training - The Digital Sales Institute : The benefits of online sales training can be narrowed down to a number of key areas. These include automating the sales training process, minimizing time away from job, controlling disruption and in reducing sales training costs. In a rapidly changing sales world, the investment in sales training is vital to improving the sales team’s knowledge, productivity and overall sales skills. The ROI of all sales training is about measuring increased sales in the longer term plus ensuring a happier more motivation team of salespeople which reduces employee. While classroom-based sales training still has its place, the cost, logistics involved and impact on productivity has many companies challenging its relevancy. In no small part to technology advancement, video solutions, streaming capabilities and course ware development the benefits of online sales training are compelling. Tapping into a world of web-based sales t

Sales Prospecting Training Program - The Digital Sales Institute : Sales Prospecting Training Program Our sales prospecting training course will guide you via a series of sales videos on the entire process of searching for potential new customers, clients, or buyers in order to develop a new business relationship. The Digital Sales Institute online sales prospecting training course will teach you how to research, profile, engage, blend cold calling, send warm emails, have sales conversations that win, qualify and move prospects through the sales funnel until they eventually become a paying customer. Take this Course

Online Sales Training Platform - The Digital Sales Institute : The use of an online sales training platform can have multiple benefits within any sales organization. Due to time pressure, cost and changing learning preferences, classroom-based or day long sales training is becoming obsolete. Today, many sales leaders and trainers see the use of an online sales training platform as the best solution to improve sales performance, no matter the size of the sales team. Due to advances in video, technology and bandwidth, giving access to salespeople to improve their sales skills with online sales training is not the big decision it once was. Typically, an online sales training platform will have a number of sales training programs that covers a multitude of topics from sales prospecting, cold calling, business development, digital selling, presentation skills etc, so a sales training program could be implemented relatively quickly. Let us look at some of the reasons why sales