We asked 85 millennials in several different industries to rank order their preferred sales training method. By a wide margin, their first choice was case study/experiential learning followed by informal on-the-job training, role plays, classroom lectures, and finally eLearning. Their preferences were exactly the same as the non-millennials we surveyed. (1)
There’s a perception that millennials have short attention spans and prefer short burst eLearning the best. This perception is appealing to corporate leaders because eLearning is typically low cost and reduces time out of the field. However, our research showed eLearning was typically despised for sales training.
- You need to be realistic about what salespeople need to know and do to be successful in their jobs, and the most effective and efficient methods to acquire knowledge and skills. Building sales skills require more than watching short videos.
- Consider eLearning for knowledge transfer, such as learning product features and benefits.
- Don’t be penny wise and pound foolish. Don’t be persuaded to do something half-baked because it’s cheap. Save your money!
- Leverage opportunities when people meet in person to work through a problem or a case and learn from each other. This is especially true when you have a demographically diverse team. There will be many opportunities to learn from each other.
How Ignite Selling Helps
We are leaders in delivering experiential sales training through simulations. We offer a complete modularized sales curriculum that we tailor to develop the sales behaviors most critical to achieving your sales strategy. By working in teams, your sales managers and reps share experience and develop critical thinking skills by trouble shooting situations they encounter every day. The learning experience is highly interactive, engaging, and spurs friendly competition that accelerates skill attainment.
(1) How to Supercharge Sales Training for Maximum Impact, SellingPower