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Does Your Sales Team Really Know Your Products?
Would you say that your sales team understands your company’s
products exceptionally well? An expertly trained sales staff is essential
to a successful business. Studies show that learners with an above-
average understanding of their organizations’ offerings are 12 percent
more effective than users with only average product knowledge and
more than 25 percent more effective than those with below-average
understanding. A learning management system (LMS) is a fast and efficient way to introduce
product training to your sales staff. Training management software produces results in several
different ways.
Increased Sales
When a sales team has more accessible, current and relevant product training, learners are not
only more confident, they will improve their sales closing rates. We conducted a study that
revealed of the participating distributors, 81 percent reported increased sales and 89 percent
reported improved customer service as a result of online training.
Coleman Cable is a great example of a company that experienced amplified sales due to its
increased user enrollment in product training. In two-and-a-half years, the firm had more than
3,000 users enroll in its online training programs. The overwhelming enrollment rate also helped
bolster Coleman’s product sales.
If you would like to calculate how increased product training will positively affect your sales, you
can use our useful ROI Calculator.
Faster Integration
With in-person product training, every time you offer a new product to your customers, you have to
hold an educational session. Not only do these seminars prevent staff from making sales, you must
also pay someone to demonstrate the product. E-learning platforms provide instantaneous training
solutions available as soon as the coursework is uploaded. Rather than waiting for a class, your
staff can access the product specifications immediately.
Learner Confidence
Salespeople who feel they have a firm grasp on your products or services are more confident when
they interact with customers. They know they can answer questions because they understand your
offerings inside and out. Furthermore, purchasers demand and expect salespeople to exhibit
sufficient product knowledge. Although 93 percent of the time industrial purchasers feel that
salespeople possess satisfactory product knowledge, it’s important to recognize that the other
seven percent can dramatically impact your sales in a negative way. Rather than engaging in
hesitant interactions and praying they don't come up against a query they can’t answer, your sales
team members’ should be confident, knowledgeable, engaging and trustworthy in the eyes of the
consumer.
Measurable Benchmarks
E-learning platforms ensure learner compliance with product training requirements by providing
managers with the data from user education and testing. This information shows you which
members of your team are committed to learning about your products and which users are lagging
behind. You can then use these findings as a contributing factor when determining subsequent
training, raises and promotions.
Interdepartmental Training
Cross-training allows greater flexibility in scheduling and staffing, while helping the sales team sell
across departments. An eLearning platform teaches users about the products and services that
exist throughout the company or the store and helps them serve customers more effectively. For
instance, with the right product knowledge, a distributor counter sales representative showcasing a
multi-speed fan can confidently recommend the best switches and duct sizes.
Refresher Courses
Over time, product training becomes outdated, especially for innovative products that undergo
frequent technology and design modifications. E-learning platforms offer refresher or recertification
courses to keep user knowledge sharp and current. And again, with the tracking and reporting
functionality, managers can quickly determine who hasn’t complete the updated training.
Accessibility
The greatest strength of eLearning platforms is that they are accessible from anywhere, provided
the user has a computer, tablet or mobile device and an Internet connection. Your salaried and
commissioned staff can access training modules off-hours from the comfort of their own homes or
when they are away on business. In addition, the platforms’ mobile accessibility allows team
members to pull up product datasheets while they are on sales calls, ensuring representatives
never have to give incomplete information to potential customers.
It’s easy to see why your sales team needs a firm grasp on your company’s offerings. Building
product knowledge enables your staff to give customers a better service experience and bolsters
your bottom line. The quickest way to achieve this objective is through the integration of an LMS as
part of your hiring and training programs. Contact BlueVolt for more information or with questions
about incorporating an LMS into your business.
Read more at: https://www.bluevolt.com/blog/does-your-sales-team-really-know-your-products