The modern business environment is more competitive than ever before. As technology offers businesses more and more avenues and techniques for reaching out to their potential customers, the modern sales landscape is constantly evolving.
To keep up, businesses must make sure that their sales representatives and partners are on top of the latest sales trends and techniques.
This is where sales training becomes important.
While most companies have a training and onboarding program in place for their sales employees, it is important for these programs to be agile to be able to adapt to the ever-evolving sales landscape.
To address this need, one of the most important tools is a learning management system. However, not all learning management systems are made equal, and picking the wrong one can turn out to be an expensive mistake.
If you are looking for a learning management system, make sure it has the following features to be able to support the evolving needs of sales training:
Able To Integrate With Your CRM
CRM is the one place where salespeople spend the most amount of time. From prospects to deals that are in process, everything is logged into the CRM.
Wouldn’t it be nice if the training you are trying to provide was also available in the CRM? With Salesforce integration software for training, you can do just that.
When you integrate a learning management system with your CRM, it appears as a little “Learn” tab within the CRM interface. Learners can simply click on this tab to access the training material and information without ever having to exit out of the CRM.
Video Assessment Support
Unlike other roles within an organization, assessing the ability of a salesperson to handle objections and offer rebuttals can only be efficiently measured with the help of video assessments.
Sure, you can also have one-off written assessments for specific customer objections and situations but unless you see a salesperson handle these objections on a mock call or interaction, you can’t be sure that they will be able to handle it in a real-life situation.
That’s why, for sales training, your learning management system needs to be able to support video assessments. When learners are able to record their rebuttals, their trainers or managers can review the clips and offer insights on how they can make the interaction with a customer smoother.
Artificial Intelligence Support
AI is transforming many industries and learning & development is no exception. With an AI assistant, you can personalize the training experience for each learner without turning the task into an administrative nightmare.
Just like Netflix and other similar streaming services learn our behavior and preferences to suggest relevant shows and films, an LMS AI can understand the strengths and weaknesses of a salesperson and enroll them in relevant upskilling courses.
Training Content Library
When it comes to learning the art of making sales, there is a lot to be learned. Even if your organization has employed a customized curriculum for training your salespeople, it cannot possibly cover EVERYTHING related to sales.
For this reason, it is advisable to choose a learning management system that has an in-built library of off-the-shelf courses that your learners can undertake.
Having access to off-the-shelf training content is also important to be able to take full advantage of an AI learning assistant.
Conclusion
Training salespeople is radically different from training other employees. For this reason, it is important to look for a learning management system that offers features that can address the unique needs of salespeople.