5 Reasons Why Traditional Sales Training is Stale and Video is the Future

There is a huge investment in training salespeople these days. Companies see a tremendous value in preparing their employees for optimal performance. The problem is that the traditional training may not be enough.

Some people call the traditional sales training model, “sales school.” It usually involves a person at a hotel ballroom presenting in front of a group of sales reps. They go over the new sales materials and techniques, and everyone seems to leave these sessions happy. The audience appeared to be engaged, and the reps feel re-energized to sell with purpose!

It’s a few months down the road that the company runs into issues. Here are a couple things employees commonly say:

“I don’t remember what was covered in the sales training.”

“I didn’t get enough practice to feel confident enough.”

“I tried something and it didn’t work…mot sure if I did it wrong.”

This is because there are several problems with the traditional training model. Here are 5 of them.

1)   Too much focus on the “what”…

It’s one thing to come up with a brilliant sales strategy, it’s another thing for your sales team to get it.

2)   Training is a “one-and-done” event…

They usually come quarterly or even annually. This doesn’t allow ideas and techniques to be reinforced amongst your sales team.

3)   Zero customization…

Often times, the training programs come as an off-the-shelf item. They don’t necessarily meet the unique needs of your sales team. 

4)   The Sales Manager is ignored…

Companies aren’t adequately value of the Sales Manager during the training process. This person needs to be up-to-date on the latest training so that the whole team can be on the same page.

5)   Product training is confused with sales training…

A common complaint among buyers is that salespeople often behave like a “walking product brochure.” When the training is focused on product features, this comes through in how reps communicate with customers.

Here’s how video vastly improves on the old model.

1)   It focuses on the “how”…

This is how your sales strategy translates into results. Video provides a way for your team to execute. This includes onboarding, training, reinforcement, and best practices.

2)   It avoids mental overload…

“One-and-done” events jam-pack a lot of information into one session. Since salespeople cannot possible retain all of that information at once, video can be broken into 3-5 minute chunks over time. These clips are easier to digest, and can be referred to when a salesperson needs help.

3)   Cheap customization…

Off-the-shelf products are very costly to customize. Sales teams have limited time and budget to mold these products. With video, customizing your training is much cheaper.

4)   Video trains managers…

It’s not just the sales reps that need training! Video gives training access to managers so that everyone is on the same page.

5)   Develop strong sales skills…

While traditional presentations tend to focus on the product, video is a way for reps to develop strong sales skills such as prospecting methods, understanding customer needs, and calling techniques.

For more information on how to make your sales training as effective as it can be, feel free to contact us at KZO Innovations!

Did you miss Dimitar Popov’s webinar last week on how video is changing sales training today? No worries, we have it for you right here!