Managing a Successful Sales Training & Development Program with eLearning

Managing a Successful Sales Managing a Successful Sales Training & Development Training & Development Program with eLearningProgram with eLearning

Identified Needs tied to Agency’s Objectives Integrate Learning Program into the

Organizational Culture High Level Sponsorship Proactive Leadership Marketing and Communication

Critical Success FactorsCritical Success Factors

e-Learning makes training available to the employee when they need it.

• Training just before it is needed• Flexible scheduling• Complement to instructor-led training• Retake/Reference training as often as needed

Just-in-Time TrainingJust-in-Time Training

• Students create their own learning path using pre-assessments.

• Students then follow topics of study assigned through their personalized Precision Learning Track.

• Students can practice exercises whenever they want.

• Review and repeat information at student’s convenience.

Individual Learning PathsIndividual Learning Paths

...Each Individual has a Different Starting Point

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MANAGER’S ROLEMANAGER’S ROLE

Visibly support through word and action Set expectation in advance of training Ask employee for plan/schedule Honor Time set aside for training -“Training in Progress - Do Not Disturb” Follow-up on Progress of Training Provide positive reinforcement and recognition

Manager’sManager’s RoleRole

• Express commitment

• Model commitment

• Reinforce commitment

3 Key Actions for Managers3 Key Actions for Managers

• What is it?• What courses are available• The look and feel of the courses• Benefits in using the courses

• Tie it to the performance objectives.• Discuss schedule in advance of training

Express CommitmentExpress Commitment

• Take at least one course yourself• Visibly support through word and action

• Develop your own individual training plan/schedule

Model CommitmentModel Commitment

• Follow up on outcomes from training/performance plans

• Provide positive reinforcement and recognition• Answer WIIFM (what’s in it for me?)

Reinforce CommitmentReinforce Commitment

• Rewards to take Training must be Greater than Rewards for Staying Status Quo

• Tangible Rewards- Certificates of Completion- Wall of Fame- Positive Recognition (Public)

• Intrinsic- Challenge of a difficult or new task- Doing your best- Appreciation

MotivatorsMotivators