When Can a Sales Simulation actually be Helpful?
Simulations for Sales Training can actually be crafted to address a wide variety of sales performance challenges, especially for corporate e-learning. It can be designed to help new hires to get a terrific kick-start or perhaps the existing sales force to develop the skills to gain market control.
Another common scenario that usually occurs is when a company has in place existing core programs but it is clear that additional skill development is also necessary to help the sales force adjust, comprehend and adapt those skills to market place shifts or new company strategic initiatives.
Well-designed simulations for sales training allow sales personnel to address challenges in the real world while simultaneously providing a high impact on the company.
Salespeople as always are one of the most important strategic assets to a company.
Companies continually try to give their salesforce the skills needed to become a competitive advantage by taking the sales teams out of the field—away from their customers—and also into a classroom thereby providing them with more ways to learn and train. The total cost of an entire training session is not simply just the price of the program; it also includes the cost of the time lost in the field with real customers. Given these specific cost elements, it is imperative that all sessions should be extremely valuable to the sales team and provide a high impact return to the company.
What’s Unique about Simulations for Sales Training?
Simulations for Sales Training are unique from other sales training programs in two major ways: the level of customization and the amount of time spent on practice and feedback.
In-depth Customization: Simulations for sales training is100% customized to your company and your strategic challenges. A user identifies a specific business scenario and a company is created to allow the sales teams to tackle the challenges in that business scenario. Various sales parameters for the simulated company, such as the competitors, marketplace changes, critical sales challenges, and common objections. Finally, you determine the individuals within the simulated company on whom the sales teams will have the opportunity to make calls and practice them.
Practice and Feedback through Analytics: The Sales Simulation is an experiential program where 85% percent of the time is spent on practice and feedback. Learning occurs at three primary points:
Strategy Planning Sessions: Each team spends time planning an overall strategy for the opportunity and time planning sales calls to execute that particular strategy.
Sales Calls: Following-up on each sales call, the sales team members observing the call, along with a faculty member, provide call-specific feedback.
Beyond integration, sales simulations allow companies to address unique sales performance problems.
For instance, if a company is facing the challenge of moving from selling individual products to selling an integrated solution or you are introducing a unique new product where the sales process involves new call points that have new definitions of what constitutes value.
Simulations for sales training allow companies to meet this challenge because they are a unique solution to a classic sales dilemma. In situations where the sales performance is new and unique, companies often replace their existing sales training with a “better fit” program to incorporate these changes. The obvious downside risk to that approach is you end up replacing the existing common language with an alternative and confusion rather than improvement, which usually is the occurrence and the end result even though the new program is a better fit.
Simulations for sales training represent a brand new option that allows companies to help their sales teams not only adjust and adapt their existing skills sets to the new buying environment but also maintain the common sales language in which they already have invested. This is possible because simulations for sales training are highly customized so they can be designed to “drag” the new real world into the classroom and because 100% of the classroom time is spent on the reps practicing and getting feedback on how to adjust and adapt their existing skill sets to the new challenges.
Companies find simulations for sales training as an ideal alternative to put in place sales training programs that are “sticky.”
Simply put, companies seek to decrease the amount of time it takes for sales reps to translate the principles and best practices learned in sales training programs into real performance and conversions on the field. Simulations for sales training are an effective answer because of their realism and relevance and because they focus on practice and feedback versus a lecture.
Highly customized sales simulations can now be designed cost-effectively. They are high impact and engaging because they drag the real world into the classroom and realism, relevance, practice, and feedback are optimized. There is little doubt that guided self-discovery via customized experiential learning beats lecturing with PowerPoint decks.
Simulations for sales training is an effective way to provide online training to your sales team. With the growth in technology and competent authoring tools, it has become easier to create simulations to be personalized and have the best possible outcomes pertained to a very specific solution. A well-trained sales team is generally the backbone of your business; the result will be an exponential increase in sales and the growth of your business mitigating room for errors to a high extent.
Therefore, at Indusgeeks we create simulations for sales training for corporate e-learning combined with high fidelity learning simulations and game-based training to improve your training outcomes by reducing the training time required (for both learners/trainers) and consequently, reduce the overall costs.