5 ways to make your sales training more attractive

As someone who has been in adult education, sales, and now sales enablement, I've learned that understanding how adults learn is vital. If you don't make your training interesting, people will forget it as soon as it's over. So, it's crucial to use these best practices to make sales training work.

The sales team is busy.

They only want to learn things that help them or are directly related to their job performance.

For example, suppose you're introducing a new customer relationship management (CRM) system. Your team might not be happy about it. They're used to the old system, and the new one feels like an interruption.

So, how do you get them on board?

The answer is straightforward but needs careful planning.

You use adult learning theory in your training.

Show them how the new CRM system helps their daily work, let them try it out, and listen to their ideas about how to use it. This way, you respect their experience, let them make decisions, and help them do their job better.

Here are five practical ways to use adult learning ideas in your sales training:

Make it Relevant: Reps want to learn things that help them at work or in their personal lives. Start your training by explaining how the new skills solve a current problem they have or improve their sales, and how it directly relates to their roles.

Use their Experience: Your team has lots of experience. Use this to your advantage by asking them to share their experiences. This way, you show that you value their knowledge and help them connect new information to what they already know.

Give them Choices: Adults don't like being controlled. Give them options in your training. Let them decide which training parts to do first or choose between online and face-to-face sessions. By giving them control, they're more likely to commit to learning.

Encourage Teamwork/Collaboration: Learning from peers is an effective way for adults to understand better. Give your sales team chances to work together on tasks during training, like role-playing exercises or group discussions about using the new CRM system.

Offer Feedback and Support: Helpful feedback helps adults understand where they stand and how to improve. Make sure your training includes feedback at different points, and let them know that help is always available.

Going back to our CRM system example, these ideas can be used in the rollout plan. Begin by showing how the new system saves time and increases sales. Then, build on their existing knowledge of the old system to make the transition smoother. Offer choices in learning methods, encourage teamwork through group learning activities, and give ongoing support and feedback.

Incorporating adult learning theory into your sales training isn't about reinventing the wheel. It's about tweaking your approach so your team gets it, feels valued as seasoned pros, and stays hooked throughout the learning journey. If it's done well, you'll end up with a more pumped up sales team, better stickiness of the training stuff, and at the end of the day, killer sales. It's the no-brainer move for any sales training game plan.

Until next time my friends...

Love,

Enablement