Tag Archives: corporate learning

What you need to know about sales enablement: 3 crucial steps for success

 Sales Enablement can change the growth story of your company boosting revenue by at least 20%. Here’s what you need to know. 

Sales enablement has been an integral part of growing companies, especially in the latter half of the decade. Organisations have been subscribing heavily to the concept of an enablement team purely because of its conversion potential.  

Even though the idea is almost a buzzword nowadays, it’s still widely misunderstood. There’s a lack of clarity on what sales enablement actually is and how it impacts the overall KPIs. And believe it or not, this murky distinction hurts the potential that sales enablement could have. 

We’ll be clearing the fog and shedding some light on what sales enablement in reality is & why it is an absolute necessity in today’s conversion-focused business environment. 

How to define sales enablement? 

Sales Enablement is a term loosely used in the context of an overlap between VP of sales & sales manager, which is somewhat true but not entirely. 

By definition, it is a strategic placement that focuses on increasing the numbers and productivity of sales teams by providing tools, content, and resources across the buyer’s journey. 

Of course, this is an immensely broad definition of sales enablement, presented just to give you an outline. It’s way more nuanced than this. Here’s what sales enablement teams do on an average day: 

A day in the life of a sales enablement team

The role of Sales Enablement would be different for every organization. But the purpose is more or less identical. In most organizations, Sales Enablement bridges the gap between Marketing & Sales by: 

  1. Crafting sales assets & trainings
  2. Leading new hire onboarding and continuous learning of the sales reps
  3. Heading the evaluation of the reps’ product & user knowledge 
  4. Paving the way for cross-functional communication
  5. Managing all the sales tools & resources
  6. Creating reports measuring sales enablement impact

Who heads the sales enablement team? 

Now that’s a bit tricky because this is not a traditional function. So it can be very contextual. The head of sales runs almost 40-50% of the functions, the rest being accountable to any of the executives from the management or marketing depending upon the organization’s needs. 

You must have a fair idea by now of what to expect while building a sales enablement team. So let’s move on to the meat of the matter – does sales enablement actually impact the bottom line, or is it just another frivolous corporate jargon? 

What makes sales enablement so crucial (and an absolute must-have in 2021)

In plain numbers, organizations have witnessed up to 15% more success in closing deals. 

Companies like Ringcentral, a business communications SaaS, saw a massive revenue run rate of $775M. The stock shot up to $126 from $22 in about two years of the sales enablement settling in. 

Other than that, some companies have also experienced stronger customer relationships & higher quota attainment. 

Here are three direct practical benefits of sales enablement

Maximum Sales Potential at each touchpoint 

An essential part of sales enablement is sales readiness. It’s the strategic orientation preparing reps with all the armor they require before going ahead and making a sale. The resources can be anything, from the intricate details of the product to the competitive positioning.

Usually, if done right, clients end up having memorable experiences even if the sale doesn’t go through. It’s potentially a candidate for word-of-mouth. 

The process includes some strategic activities like: 

  • Onboarding
  • Sales coaching
  • Materials for consistent & updated knowledge 
  • Reinforcement 

Engaged Salesmen are Productive Salesmen

The main goal of any Sales Enablement team is to aid sales reps in closing better. Subsequently, it also plays a crucial role in keeping them better engaged & equipped. 

There was a report by SiriusDecisions that mentioned high-performing organizations having high rates of early enablement adoption, as compared to the low-performing ones. 

Better pre-qualified leads, Increased conversions

Sales teams always complain about the quality of marketing qualified leads. According to Market Sherpa, most sales teams report that only 27% of b2b leads passed from marketing to sales are actually really qualified. 

With transparent & consumer-centric resources answering all the generic questions ideal buyers have – the tedious part is cut in half. Now, salespeople have to cater to prospects that are pre-educated. This saves a lot of time & effort, leading to better conversion rates.

Best practices include: 

  • Working in sync with the sales team to prepare the resources 
  • Focusing more on the present-day immediate buyers’ needs than long-term traditional pieces

Moreover, your salespeople are allowed to focus on the meat of their job, i.e., selling, and the tedious parts of their job is taken away. This has a minimal but effective impact on the conversion rates. 

These were the top three benefits that having a sales enablement team can incur. Here we conclude this edition on sales enablement. 

Final Words

Conclusively, Sales Enablement is an efficient sync between the marketing and sales departments. It’s an absolute must-have in today’s tech-oriented times where the scope of marketing & sales has changed. They are codependent more than ever but still can’t function appropriately in sync with each other. That’s why you can’t miss out on sales enablement. 

7 Ways to Maximize Learning in your Training Programs

Training programs are a collection of instructions or procedures that are designed to help people improve their abilities. Skills and knowledge, mentality, attitude, and efficiency of a person are important in any profession.

Every person receives training at some point in their lives, whether formal or informal. How many times have you gone to training programs as a student or a professional and been able to recall or put what you learned into practice?

If your answer is close to zero, this was most likely because you were forced to attend the training against your will due to institutional obligations. It’s also conceivable that you received general training with no actual or direct application to your topic or career.

Whether public or personalized, any activity will undoubtedly provide value to individuals in some manner, either directly or indirectly. The only stipulation is that you must be able to benefit from it.

Now check out the tips listed below on how to get the most out of any training program and improve your learning retention:

1.   Clear your mindset:

The majority of individuals do not benefit from any training courses (primarily generic ones). They already have a terrible impression of the session.

This kind of training is of no benefit to them in their career or at work, because they do not concentrate on learning and application, any activity they get will be useless to them.

The primary source of this issue is a preconceived mentality. This mentality is formed as a result of previous experiences or disinformation. So, if you want to learn and have a good belief system, you must not use these filters.

2.   Finalize the pre-work:

Many training courses contain a pre-assignment or pre-assessment exercise that you must complete before the course commencement.

Many individuals do not want to complete this pre-workout, but it is critical for you to self-analyze your present abilities and create a route to your goal talents. It enables you to assess your current abilities and knowledge gaps to succeed in your profession.

3.   Determine the aim of training programs:

It is critical to determine the purpose of training, or in other words, the goal of the program. What are you expecting to gain from the training? Find out what’s in it for you, what skills you’ll get, what information you’ll gain, and what new learnings you’ll accomplish.

This way, you’ll be able to pinpoint your specific objective and concentrate your efforts on achieving it.

4.   Match your learning outcomes to your objectives:

Establish a clear link between what you gain in a training course and your desired outcome. Determine which learnings are linked to your desired abilities. This will encourage you to participate actively in the program and strive to improve your abilities.

5.   Focus on analysis:

What you can’t define, you can’t improve. You must first evaluate the efficacy of your staff training and development program before you can enhance it. Fortunately, current training systems make it simple to get a wide range of data about your learning program’s success. While smaller businesses may choose to forego utilizing training analytics, more prominent companies cannot afford to do so.

It’s difficult for educators and training managers to remain ahead of training innovations on an individual level as the amount of students and courses grows, perhaps spanning several training groups, divisions, and branches.

Make it a habit to track your training data to enhance your business training program. This will assist you to:

  • Gain a sense of your training program’s overall development
  • Find and fill skill gaps, detect issues in your courses (e.g., challenging lessons)
  • Identify parts of your training program that need improvement
  • Recognize and appreciate training effort, locate your top talent

6.   Attend follow-up meetings:

Many training providers schedule follow-up sessions for their students to address any issues they may have when putting the ideas or learnings into practice. Attend these seminars to receive answers to your questions and get additional insight into putting your skills into practice.

Even if you don’t have any questions, you may still learn something new by attending to or studying other people’s problems and solutions.

7.   Add ‘Social Learning’ to your training:

You learn more when you exchange your experience with others, when you have a mentor to assist you, and when you have a model to follow.

Learners and mentors are connected via social learning, allowing them to talk and share their thoughts and problems. Chat rooms, forums, online communities, video conferencing, and other methods are crucial.

This social learning method is an excellent technique to stay motivated, passionate, and eager to learn more.

In conclusion

To advance in your professional job or company in today’s competitive world, you must surpass others. You must have a good attitude and understand your learning style to get the most out of it. These tips will help you get that extra knowledge from your training programs, and you’ll see the change in your learning methods from day one.

The key to success is to put your plan into action. So, put everything you’ve learned in class into practice, and keep brushing up on your abilities.

6 reasons to opt for mobile learning in corporate training

The changing trends in technology have generated a new and innovative way of learning through digital platforms. Mobile Learning or mLearning, is quickly becoming a popular way to access a variety of content and information through the use of multiple devices. 

Mobile Learning also provides an opportunity to engage the learner while boosting their overall productivity. Corporate organizations are recognizing the value of mLearning, especially as it enhances the learning environment, increases participation and creativity and improves the company’s revenues. 

There are 6 reasons to opt for mobile learning in corporate training-

1.  Flexibility

Mobile learning is flexible in the sense that it allows the learners the freedom to complete their training when they choose. It also gives them more control over their learning sessions and they have a choice over which modules to complete first and which ones later. Also, in the current fast-paced lifestyle, mLearning is ideal in corporate training, as the training time can be outside busy work hours and learners can opt for it during their regular commute or in the comfort of their home.

2. Higher Retention Rate

Mobile Learning is highly learner-centric, delivering the content in parts and is very different from the traditional way of giving information through books and lectures. The content that is presented is also simplified and made concise. It also offers the option of going back and engaging with it again, if the learner has any queries. Furthermore, each module is created in such a way that it doesn’t take long for the learners to go through them. As a result, the learner can quickly complete a course before moving on to the next one. 

3. Collaborative Learning

One of the important aspects of mLearning is that it facilitates learning in groups by establishing online communities where the learners can interact with one another. It can also easily integrate with apps and social media platforms to generate conversations about training and sharing experience and ideas, thereby creating a rich collaborative learning experience.

4. Higher engagement

Effective use of content design in mLearning ensures greater engagement of the learners. Puzzles, quizzes, interactive sessions and games make sure that the learner is able to not just learn, but enjoy the process of acquiring knowledge. This leads to greater retention of knowledge and the learner is able to recollect the modules easily. This is ideal for a corporate set-up, as most people are busy with their work, travel often and would be unable to go through pages of mere content. Also, the multi-device support available makes it easier for a person to access the courses through a variety of digital platforms such as PC, laptop, smartphone and tablet.

5. Tracking Progress

It is very easy to track a learner’s progress using mLearning platforms. They can also be assessed on the knowledge they have acquired and can access the course whenever it is needed. It thus becomes easier to provide feedback and compare a learner’s progress through the course as mobile learning allows the progress to be tracked. 

6. Ideal for Telecommuting

In the current pandemic situation, more people are preferring to work remotely and hence without a consolidated platform to provide training, it becomes difficult for an organization to function. Hence, it becomes essential to digitalize the training modules, so that people can easily access them from their homes and the company can continue to run smoothly. 

In conclusion, opting for mobile learning, especially in corporate training, not only removes formality from the learning process by making it more interactive, but also motivates and empowers individuals to develop the skills needed to increase their productivity, thereby contributing to the overall progress and development of the company. 

Scenario- based learning

Learning and instructing can be done by various strategies. The goal is to make learner understand the topic and have a positive approach towards learning. The learner must attempt to learn what is taught and how to apply it in everyday life.

In passive learning methods, a learner typically reads content and tries to absorb as much as possible. Scenario-based learning is an effective strategy where learners are given realistic tasks and scenes. Unlike passive learning methods, scenario-based learning is characterized by a lot of interactivity.

Scenario- based learning is especially effective in corporate training. It provides the learners with situations which require analysis and problem-solving skills. Dealing with a challenge helps a learner to accelerate their thinking processes and hone their decision-making skills.

Other key benefits of scenario-based learning are:

Higher Retention: Passive learning may or may not sustain the attention of an employee, and they can miss out on certain elements which may be essential for growth. In scenario-based learning, a learner devotes their full attention throughout as they solve issues and challenges.

Involvement: Since the learner is role-playing, he gets involved in the training and experiences it in-depth, staying engaged and taking part actively throughout the training program.

Enhancement of Skills: Scenarios need a learner to put on their problem-solving hat and apply their skills. This leads to enhancement of decision-making process and other skills like time management, analytical skills, resource management, etc.

Knowledge Application: More the practicality of learning, more its application in genuine life. Since a learner gets engaged as a part of the scenario, along with better retention, it also enables the application of the learnt content in a much better way to real-world situations.

Try Again Option: Being a problem solver in a simulated environment gives you the opportunity to fail and try again without real-life consequences. A learner can take the program multiple times safely with short feedback loops. They can try unique approaches to the same situation, gaining various perspectives and enhancing their skills.

Scenario–based learning should be built only after having a detailed knowledge of the subject and understanding the audience for the training program. The scenario can be a narrative with a single character or a situation with multiple characters. The success of the training program will depend on the learners’ perspective and understanding of the thought process of the character and the situation being simulated.

The idea, ultimately, is to motivate a learner to go further into detail and trigger interest and thought. If done well, the combined use of practice and problem-solving in scenario-based learning can go and long way in building and strengthening the learner’s knowledge, skills and confidence.