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Practice makes perfect. This phrase can apply to any number of ventures, not the least of which is in the area of sales. At the heart of eLearning simulations, is the notion that practicing a skill results in a greater competence and a higher level of performance.
Even the best salesperson can become stale and rigid in their approach over time. Using Simulation in training and specifically sales can breathe new life into a tired routine, among the many other useful benefits.
The changes in today’s market happen quickly. The most successful salespeople are those that possess the skills to adapt to those advances.
To understand the importance of simulations, it’s necessary to have a clear awareness of the advantages they provide for sales training.
Experience is the best teacher. Learning is deepened by actually working through a situation as opposed to hearing a lecture about it. Simulations require a learner to use critical thinking and problem-solving skills in order to successfully complete the activity. Simulations also allow learners to learn from their mistakes without real-world consequences.
Personalized instruction. It is usually the case that the members of the sales staff will have been with the company for varying amounts of time. Some will have already been through training that newer hires haven’t. Simulation training allows each individual to partake in only the portions of instruction they need. This also ensures that the instruction, while differentiated, is still consistent across the board.
Create a team atmosphere. Establishing a common goal for all the sales team to work toward encourages cooperation and a willingness to help each other. People are more inclined to fully invest when they feel like they are working toward a shared objective. The most successful salespeople work as part of a unit. ELearning simulations provide learners with scenarios that can be discussed and analyzed by the group, as they share their simulated experience with each other. Collaborative learning lends itself to deeper understanding by allowing a person to see a situation from a differing viewpoint.
Pinpoint weak areas and identify leaders. The competence of each member of the sales team is easier to assess when eLearning simulations are utilized. Those in charge can easily see who is struggling and who may be a future leader. Areas where improvement is needed can be dealt with before they turn into a more serious detriment. Areas where a certain salesperson is excelling can be encouraged.
Give experienced employees a boost. A person who does the same job for a long period of time can become set in their ways and resistant to change. ELearning simulation experiences can show these employees, in particular, new and fresh ways to approach their potential clients, as well as setting and reaching higher performance goals. It accomplishes this in a non-confrontational way that energizes as opposed to being discouraging.
Effective sales training is the backbone of a successful business. Well-prepared and educated salespeople attract customers with their knowledge, willingness to help, and well-honed skills.