Rotem Landesman

7 Ways Salespeople Can Make the Most of an LMS

Most companies want to improve their sales figures, but once you’ve implemented all the standard incentives, it can be tricky to know how to take it to the next level. As well as this, face-to-face training sessions can prove expensive and time consuming, especially if your team is dispersed across many locations and you need to cover travel and accommodation costs. That’s why many companies are turning to an LMS to support their salespeople. We’ve put together seven ways in which you can implement an LMS to help your salespeople thrive.

1.Setting goals

Firstly, salespeople can work with their managers to create goals for their sales, which can then be entered into the LMS. In an LMS , managers can then assign courses and competencies to help the salesperson achieve their sales target. By tying the goals to an end goal, the learner will be more likely to stay motivated and on track, as well as obtaining the skills they need to boost their sales in the long run.

2. Friendly competition

Gamification is becoming an increasingly popular component of blended learning programmes, and this can be a particularly effective tool for salespeople. Introducing friendly competition in the form of leaderboards, badges, point systems or small prizes can help appeal to salespeople’s competitive streaks, making them want to complete more learning activities to beat their colleagues and improve performance.

3. Keeping track of learning activity

For salespeople, who spend a lot of time outside the office, it may be tricky to track the learning they do once they leave their desk. With an LMS, it’s possible to know exactly what everyone is doing and when. Using xAPI, or Tin Can, enables an even wider range of learning activities to be reported back to the LMS, ensuring a comprehensive overview of a salesperson’s learning can be accessed at any time.

4. Learning on the move

Following on from the idea that most salespeople are more mobile than other employees is the benefit to the salespeople themselves. If they’re about to go into an important meeting, they can quickly brush up on their skills by accessing a short video, or a checklist, or a scenario on their smartphones to refresh their skills. This refresher-style training prepares them for any situation no matter where they are, which could spell the difference between making a sale or walking away empty handed.

5. Product knowledge training

When a new product line launches, salespeople need to get up to speed with the new range immediately. For geographically dispersed teams, making this information available online via the LMS means that they can take as much time as they need to learn about the products. 360 product graphics, videos of the products in use and ‘cheat sheets’ containing the key specifications means that all salespeople can become experts on the new products faster than sitting through a face-to-face session, and product information will be consistent across the company.

6. Content for different audiences

Not all salespeople are necessarily direct employees of a company – for instance, medical representatives may be contractors. If this is the case, you may not want non-employees to have access to the same content as employees. Platforms like Totara Learn mean you can create separate areas of the system and different content for different types of user. As well as this, some companies may choose to allow the general public to explore products in the platform. Organisations use Totara Learn to address different audience needs via the same LMS, ensuring a consistent learning experience across the board without compromising security or confidentiality.

7. Evidence of success

A good enterprise LMS like  will integrate seamlessly with sales tracking platforms, such as Salesforce, to facilitate the flow of information between the two platforms. This can help managers and learning administrators understand if a certain learning activity has contributed to a spike in sales, which is useful information for both the salesperson and the L&D department. For instance, if Alex takes an e-learning course about cultural considerations when selling in new markets, and manages to increase their sales in new markets by 50% for the rest of the quarter, this suggests that this piece of learning has been particularly successful, and can be recommended to more salespeople across the organisation.

Want to know more about how an LMS can help you support your salespeople? Check out whatLearningZone can do for you!

2018-03-09T18:07:34+00:00