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.
Innumerable times have we heard salespeople complain about being disappointed by a conventional sales training program? All too frequently to say the least. Unfortunately, sales training often comes down to an instructor flipping through a bundle of PowerPoint slides with a quick role play tossed in here and there to keep it sort of engaging.
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.
So how can you make sure that your sales training sessions bring you the high impact you need? To create high impact, you must first start by setting proper expectations around the intent of the training and the impact the training will have on sales success and the contribution toward the company achieving its goals.
Here are a few good reasons to consider simulations for sales training:
- They create a realistic environment to test what-if scenarios and provide the opportunity to make mistakes in a safe environment with no consequences in the real world via these interactive training games.
- They provide context, content, and process, which are extremely relevant, realistic, and directly applicable to the job especially through elements like gamification in sales.
- They shorten learning cycles because of immediate feedback and analytics that you can view immediately.
- They drive business impact through the strategic application of critical selling skills like negotiating, closing, etc.
1. Forge Your Sales Team
You need your team to work towards the same goals and objectives, they can best achieve this by working together as a cohesive unit. Simulations for sales training creates an openness amongst your team and shows them that they have the same goals to work towards and how they should work together to achieve them. It is common for more experienced staff to become proud and unwilling to help others, but by drilling the team to be unified and admit but work on their mistakes they can improve their team performance targets.
2. Helps create a personalized learning experience
Your sales team will usually be a diverse set of people in terms of experience and selling technique. Employees with experience will already have been through some of the training which the new hires need to take to get up to speed. Simulation for sales training allows learners to undertake only that training they need to. These simulation scenarios can also be designed to be delivered through mobile phones and tablets which will make it easier for trainees to access the training that they require, wherever they require it.
3. Identify Your Sales Staff’s Competencies.
Identifying your staff’s competencies is an integral part of understanding what area it is your staff need help with. Through the use of these simulations for sales training, your management team can evaluate your sales team’s understanding and their capability to execute on your company’s sales process and targets.
Your staff will engage with virtual customers and be given different choices for their responses either culminating into a sale or not. There are no wrong answers, the purpose of these scenarios is to allow your staff to go back and correct their mistakes, in these interactive training games.
Technology is monitoring and recording every step of the process through analytics and constant feedback which can help identify your strong and weak teams and the same for aspects of your sales strategy.
To recap, these are just some of the advantages of simulations for sales training over conventional sales training methodology:
- Preparing employees, practice makes perfect.
- Identifying key leaders amongst sales reps.
- Easily evaluate staff competencies.
- Improve learning in a shorter time.
- Engage all levels of the organization (familiarity between departments and sales).
- Team Sales performance, identifying weak and strong teams.
- Accurate feedback through analytics.