Online Learning and Sales Training

Blogger RK Prasad recently did a survey of Linked-In respondants asking “Which is better for Sales Training? Classroom or Online?”.  He  got more than 100 responses and published the summarized results:

Blended – 65%

Classroom – 25%

Online – 10%

Folks left interesting comments for and against online sales training.

One respondent cited a federally funded literature review that found all but one study of the literature found significant advantages of online versus face to face training.

Though this discussion raises some passions on both sides of the argument, my take is a more practical approach. Use both when you can afford it.  If it’s not practical to bring everyone to a single point on earth, use web-based technology to span the distance.

Online technologies can split the differences between the face to face classroom experience and the traditional web-based training experience.

For example, a synchronous online classroom (Webex, Centra Saba, etc.) can provide video of the learner to the class which allows participants and instructor to see non-verbal gestures, hear sales pitch delivery, and fashion sales simulation scenarios just as realistic as a face-to-face environment.

Another technology that splits the difference is Asert’s Dialog Coach which allows interactive practice of sales pitches. It does a great job of simulating the stresses of presenting to a prospect, allowing the learner to polish a sales pitch that covers important points and counterpoints.


– Rick


One response to “Online Learning and Sales Training

  1. I was very interested in reading this blog post after I saw the title. As a person who has worked in Sales, I’ve experienced both the classroom and online approaches to learning, and had my own preferences. I’m not surprised that Blended learning was the most popular; online and classroom learning each have their strong points when it comes to sales training. You brought up a great point with regards to using video with Saba Centra or Webex so that the participants/instructor can see non-verbal cues. Sales is a lot about how one presents oneself, and its important to have feedback from the instructor on those non-verbal behaviors when working on polishing a sales pitch.

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