CivieBlog

I was asked about approaches for eLearning for Sales People.  I’ve had quite a bit of experience with this and actually one of my very first projects was creating a pretty incredible eLearning solutions for Lexus sales people.  Of course, it’s such a big topic that I decided to cheat and quickly point the person to eLearning Learning and particular to eLearning Sales, eLearning Sales Metrics, Sales eLearning Case Studies, and Sales Performance Support.

Instructional and Performance Strategies for Sales eLearning

1. Learning Theory 101 for Sales and Marketing Professionals (Part 1)- Business Casual, October 13, 2008

   When consulting with sales and marketing professionals who work for companies that create training products and programs, I try not to be a "training purist" when discussion goes to "positioning" their product for the market. Specifically, the web. In Part 2, I'll list some of the levels within one of the learning types.

2. Learning Theory 101 for Sales and Marketing Professionals (Part 2)- Business Casual, October 18, 2008

3. Learning Theory 101 For Sales and Marketing Professionals (Part 3-Last)- Business Casual, October 24, 2008

4. eLearning Development: Instructional Design Lessons from a Sales Trainer- Upside Learning Blog, July 11, 2009

   That’s because I’ve been in training this week; and would you believe it was Retail Sales training. What’s an instructional designer doing attending sales training? We’ve been tasked with converting their Retail Sales Training seminar into an eLearning package. Yes, I know haven’t posted anything interesting last few days.

5. Data Driven- eLearning Technology, December 10, 2008

   Will the retail sales training change behavior in ways that improve customer satisfaction? Understanding this model is important in order to be able to apply it within different situations in order to help drive behavior change that ultimately leads to improvement in metrics. Most action plans last four to six weeks.

6. A Formula for Storytelling in eLearning- Integrated Learnings, April 6, 2010

   When a client asked our team to develop a sales skills enhancement course, we opted to base the training on the methods of the most successful sales person in the department. By Shelley A. Gable. One of the things I love about instructional design is that it engages me both analytically and creatively. Illustrate a concept.

7. Learning Performance Business Talent Focus- eLearning Technology, July 15, 2009

   Performance – Responsible for ensuring that behavior change occurs in a way that improves performance. All things being equal (which they never are), I'm guessing my focus is more a business and performance focus. Certainly Work Literacy has a learning and performance focus and is a passion of mine. Does this ring true?

8. Work Context: The New Classroom- Living in Learning, March 22, 2010

   Fifteen of those years were spent living out of a suitcase as a roving sale trainer and then as a manager. It was shocking to me because I had convinced myself – after more frequent flyer miles and Marriott points than a human could use – that I had the sales training gig figured out. And I did. As oddly as it may sound.I

9. Harvesting Learning’s Fruit: A Downstream Training Investment- Living in Learning, September 4, 2009

   Learners, managers, training staff, and SMEs all have a vested interest in what happens after training with respect to reinforcing learning through coaching, knowledge sharing, and in the case of sales people – boasting and bragging. Yes, I was in sales for many years and know what to expect. Refer to Figure 3.0 Figure 3.0.

10. The Business Case for Social Learning- Daretoshare, April 13, 2009

    Job losses, combined with cutbacks in workforce development investments, mean that many companies are less able to serve customers, make sales or generate innovations than they were just a few months ago. The Business Case for Social Learning. In effect, their capabilities are in recession.

11. Creating scenarios for learning - a four-step guide- Bottom-Line Performance, May 27, 2009

    If you are creating a sales training course, for example, your challenge might be the need to increase sales in a territory. The first course was designed to teach new sales reps basic electrical terminology. Tom Kuhler and his “Rapid e-learning&# blog once again bats 1000 by sharing tips for creating e-learning scenarios.

Technical Approaches and Case Studies for Sales eLearning

1. Sales Team Portal for Content and Expert Access- eLearning Technology, October 12, 2009

   I wanted to share some discussions I've recently had around an interesting project where the company provided the sales team a collaboration, content distribution and expert access portal. Their large sales team sells a diverse and complex set of products and services to multiple markets. Do you have a case study for me? learning.

2. Shift in eLearning from Pure Courseware towards Reference Hybrids- eLearning Technology, May 25, 2006

   sales. Most of the content is presented as static web pages that tell how to perform particular tasks, but some of the pages contain embedded Captivate movies to demonstrate or simulate use of the system. Just when you've made the transition from the prior generation of CBT authoring tools (e.g., It is asynchronous.

3. Using the iPad in Sales Training: Case Study by Lora Davis- Learning Solutions Magazine, July 19, 2010

   instruction, one sales training team has already been successful in using Apple’s new device in blended. While many e-Learning producers are struggling to understand how the iPad may be useful in online. instruction in the classroom. Here’s their story.

4. Case studies of corporate (social) learning- March 12, 2010

   The Business Case for Social Learning , Accenture, Point of View, April 2009 Sun Learning eXchange " When the company�s sales division reduced training hours and budget, Sun Learning Services (SLS) needed to get strategic. Here are some examples of social learning in organisations. Im looking for the Why? and How?]

5. 10 Strategies for Integrating Learning and Work (part 1)- Gram Consulting, June 15, 2009

   The goal of learning in the workplace is performance–individual and organizational.  If we’ve learned nothing else in recent years, we’ve learned that improving performance through learning is more effective the more it is integrated with real work.  Build a performance support system. Understand the job.

6. The Future of the Training Department- Learning and Working on the Web, October 21, 2009

   NCR delivered the first sales training. You’re going to shift the focus to creativity, innovation, and helping people perform better, faster, cheaper. Tags: Informal Learning Performance Improvement The latter 20th Century was the golden era of the training department. People had vocations, not jobs. The U.S. ASTD is born.

7. Bridging the Performance Gap: Training is Just Part of the Solution- Performance Punctuated, July 1, 2010

   If, on the other hand, you are changing your sales model, a pretty important and difficult change, you need a change management strategy and plan. Therefore, there always has to be some reinforcement and feedback to truly affect performance. Tags: Performance Improvement Talent Management Organizational Learning by Reni Gorman.

8. Social Learning at Sun- Learning in a Sandbox, June 5, 2009

   As a result of that they couldn’t provide the training hours needed to meet the training needs of the sales people. Secondly, sales people needed to have access to the right tools and information needed to close their deals in the field. informal learning??).

9. A Pharmaceutical Leveraging Web 2.0 --In a Big Way- Kapp Notes, November 17, 2008

   site containing information on mechanisms of action, employee and project profiles and Pfizer products and other information useful to researchers and sales personnel within Pfizer. If you think Web 2.0 can't be used in your company because of legal or regulatory concerns, think about this. Pfizerpedia is resource-sharing Web 2.0 tags: web_2.0

10. Sun Microsystems Uses Open Source and Enterprise Social Software to Build YouTube-Like Portal for Social Learning- Learning on the Leading Edge, March 19, 2009