When you think of creating eLearning, you are thinking of SCORM modules or a full platform. If you are thinking of Scorm creation, I would recommend building on PowerPoint and using an add-in to convert to basic SCORM. If you can afford it though, Articulate and Captivate are spectacular for authoring.
As an alternative, I would also like to invite you to try QuoDeck to create a mobile learning platform. You can use your existing PPTs, PDFs, and Videos to create the content and layer it with quizzes and games without requiring a separate authoring tool. Give it a spin and see if it works for you…
While companies worry about attrition across all functions, they worry about it the most in sales teams. CSO Insights puts average sales team attrition levels at around 16% – twice as high as any other function. This means sales trainers are training a third of their audience from scratch every year, without accounting for growth in the team.
Attrition in a sales team can have a strong effect on turnover and affect client relationships as well. Especially when that attrition is of high performers, any organization can go a while before finding replacements and getting these new hires to perform effectively. Therefore, the cost of attrition is not only in actual lost revenues but the time value and return on investment on every subsequent hire.
In high-attrition environments, these costs can pile
up significantly. With the amount that companies spend to train these teams
every year, ROI for these spends can steadily decline unless managed carefully
and through effective sales training programs.
Sales trainers have just one job in high-attrition
environments – make new people productive in the shortest time possible. Good
onboarding programs can help make sales people productive 2 months faster than
less effective programs. With such clarity of purpose, this seems like an easy
problem to solve. But its not. 71% of companies take six months or more to
onboard people effectively according to CSO Insights.
So, what does it take to build an effective sales
training program in such high attrition environments? In one word,
“standardization”. Here are some critical ingredients that can help you cook up
the right recipe to standardize and increase velocity of your sales training
In today’s mobile world, the tendency and
receptiveness to consume digital content has gone up tremendously. A 70:20:10
approach – with 70% on-the-job, 20% mentoring and only 10% structured or eLearning
– may be outdated, and more expensive than you think. In high attrition
environments, placing the burden of on-the-job training on sales managers can
mean a further slowdown in productivity. Since millennials are prone to consume
a lot more digital content today, given the ease and convenience of doing so,
it could be more effective to increase the eLearning/mlearning component of
onboarding programs to ~30% to play into your audience’s natural behaviour. Apart
from standardizing what is taught to your audience, it also ensures sales
managers can focus on productivity and retention among their sales team rather
than constantly worrying about training.
Build a eLearning/mlearning repository for informational content
Most sales onboarding programs try and cram in as
much information into the first few interactions that a sales person has with
the program. Retention typically takes a hit because of this. A more natural
way for your audience to consume is to give them online courses with all the
information to be imparted that they can explore at their own pace. This will
serve as a go-to destination for all sales people to refer to on a regular
basis. In some cases, this can also be used as a sales aid in the field, for
quick reference before meeting with customers or networks.
Of course, onboarding programs must give critical
information to the sales person before they can get started such as product
information, company history, sales processes and systems etc. However,
including microlearning highlights with references to your online courses repository
will ensure they don’t get deluged with a lot of information they ultimately
cannot remember. In a high-attrition environment, having this repository will
help you send out your sales people into the field faster with a safety net of
the reference repository.
culture of contribution in your audience
When performing sales people leave, a lot of
institutional learning leaves with them. Whether this is in the form of
insights or anecdotes, effective sales trainers aim to capture and build an
organizational knowledge repository to draw upon for their programs. To
institutionalize this, sales trainers must push for a ‘culture of contribution’
among their sales teams. Having KPIs around knowledge sharing that require all
sales people to contribute to a ‘knowledge repository’ can help build such a
culture and keep your program current and relevant.
In today’s digital world, generating this content is
far easier than you imagine, especially using modern mobile learning products.
Instead of asking your experts for PowerPoint presentations – which you will
probably never get – ask them to record and post a short video or audio clip
with some sales insights, to the social section of your mobile learning app.
Most modern eLearning and mlearning platforms will ease this process. Crowd-sourcing
such content can help ease your time and budget constraints and promote
ownership of the program among your audience. Such content can be drawn upon by
your new sales people for sales tips and tricks they would otherwise take many
years to learn.
If the holy grail is getting your new folks onboarded
faster, then bringing your onboarding program into the new-age may be a great
place to start!
Continue to watch this space for our upcoming series on how to drive sales training adoption