Multigenerational Gross sales Workforce On-line Coaching Suggestions
How to develop online training content for your cross-generational sales team
In the 1950s, teenagers made burgers and eighty-year-olds lived in Florida. Unfortunately, many retirees lost their savings during the recession, which forced them to stay longer in the labor force. Some of these employees were already retired and replaced so that they could not simply take over their previous positions. In addition, industrial advances made some of their skills obsolete. Younger workers are in a similar situation. You do not yet have the qualifications for the jobs you want. This has led to drastic age differences in readily available entry-level positions in sales. How can you prepare them for success? Here are 5 tips to help bridge the gap and develop online training content for your cross-generational sales team.
5 Inside Secrets To Content Development For EVERY Sales Rep
1. Lots of practice
Entry-level sales jobs are relatively easy to come by for three reasons. First, they are the money making wing of any organization, so there will always be a market for sellers. Second, it’s a difficult job with a high turnover, so there are always vacancies. Third, there is usually no need for prior knowledge. It’s the ultimate on-the-job learning position, so any online sales training program requires a lot of practice. Write a script for them to learn, then give them low pressure practice scenarios. These can be animated simulations, branching scenarios or cold calls from an internal robot hotline. The AI pretends to be a customer and reacts in the same way. Sales reps can change the “difficulty levels” over time. You can also design your online sales training course to automatically adjust complexity and accommodate all members of your cross-generational sales team.
2. Direct eLearning feedback
Don’t keep your corporate learners waiting for their “results” or wondering how they fared. Once an online training activity is over, do a debriefing. Provide a digital transcript of their session so they can see where they made mistakes. Notes and alternative wording can be added to the transcript. This shows them what they could have done better. If a corporate learner gets stuck during the online training activity, they can ask for a prompt. A pop-up can give you suggested phrases to use.
You should also have a summary option for those who do not want to consume the entire transcript. It can point out their trouble spots and tell them how they could have done better. It should also praise their strengths and show them what they did well. Provide a database of case studies outside of the “course” that they can review in their spare time. Focus on personalized eLearning feedback that is individual, rather than generalized praise / criticism. It’s the best way to serve a multigenerational sales team.
3. Create a mixed system
The older member of your sales team may prefer offline analog training while Gen X, Y and beyond would prefer to do it online. Design your online sales training with a mixed approach so that all members of your cross-generational sales team can train in the way that suits them best. Build a buddy system that brings younger employees together with older ones. Your iGen can learn old-fashioned sales tactics while its “seniors” can develop social media skills. It will strengthen both employees and build a cohesive team. The end result is better profits all round. They can also form a kind of “board of directors” with members of all ages. You can provide an advisory role on training techniques and brainstorming course updates.
4. Personalize the online training experience
The nice thing about online training is that it is highly customizable. Before developing your online training course, you should profile the segmentation of the corporate learners. Millennials and iGen, for example, prefer social, experiential learning. Baby boomers usually prefer passive training from recognized experts. So while millennials and baby boomers alike can benefit from a “CEO chat,” the latter may want a pre-recorded video. The youngsters would opt for a live #AMA session. Equip your online sales training with both options and let your sales reps choose their poison. You can also incorporate an online micro-learning training library that has a good mix of activities. There is something for every generation and preference. From bite-sized podcasts to immersive simulations that offer “moment of need” support. Again, getting their input is critical so that you can develop personalized online training resources for the repository to fill in any relevant gaps.
5. Balance the tech-savvy scales
A cross-generational sales team looks after the entire tech-savvy spectrum. While some salespeople may have mastered the LMS, others still wade cautiously in IT waters. Therefore, you need to provide them with support resources for the support resources. For example tutorials to help you find your way around the platform and peer-based coaching sessions. Or live online training events that show them the basics and teach them how to create their own personalized online training paths. Don’t just assume they know how to use the LMS to get the information you need. Likewise, you shouldn’t treat resident tech professionals like newbies. Make the support tools optional so reps can master the basics and refresh their memories without talking to digital natives.
Conclusion
Training a mixed age group can be challenging. For members of a cross-generational sales team, the only thing they have in common may be the job title. Their life experience and their cultural background are different. Creating a consistent program can be problematic, so don’t try. Bring plenty of practice, from cold calling simulations to role play scenarios. After any online training activity, provide instant, constructive eLearning feedback while the online training content is still fresh. Assign case studies as “homework” so they can record in their own time. Combine online and offline components for maximum range. Build an online training council with members of different ages and different departments in your company. Personalize your online training approach so that everyone gets their preferred online training style.
Are you hiring an e-learning content provider to help you roll out your online sales support training program? Read 7 Tips for Developing an Accurate Sales Enablement Outsourcing Budget to learn how to set spending caps and expand the resources available.
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