Virtual Sales Training And Implementation Best Practices, with Kurt Shaver, Episode #138

VengresoPodcast Virtual Sales Training And Implementation Best Practices, with Kurt Shaver, Episode #138
Kurt Shaver podcast interview on virtual sales training best practices

Virtual Sales Training And Implementation Best Practices, with Kurt Shaver, Episode #138


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The COVID-19 outbreak has many sales leaders scrambling to create or find virtual sales training that works. In one sense, that’s entirely understandable. As the virus spreads, more and more sales training companies are having to cancel scheduled training events and companies are requiring their sales teams to work from home. Moving forward, methods of training that do not require in-person attendance are needed.

But in another sense, I’m left shaking my head. This is 2020—it seems to me that most companies should have already had some form of virtual sales training in place. We at Vengreso have already created and implemented our own virtual instructor-led sales training program, focused on helping those who prospect via social media to do it in a modern and effective way.

We’ve seen incredible results from what we’ve created because we’ve integrated neuroscience and modern learning principles into our curriculum. On this episode, my guest Kurt Shaver (one of my co-founders at Vengreso) helps me unpack the principles that go into a powerful virtual sales training course to help you equip your sales team no matter the circumstances.

Are you scrambling to build a virtual #Sales training course for your team? Listen to learn best practices from CSO @KurtShave and CEO @M_3Jr of Vengreso, on @GoModernSelling podcast ep. 138. #DigitalSales #cadenceguide @xant_ai Click To Tweet

This episode is sponsored by XANT, the enterprise leader in sales engagement. Xant has authored the Definitive Guide to Sales Cadence. Get your copy at www.SalesCadenceGuide.com

Hands-Down, Virtual Sales Training Is More Effective Than In-Person Events

Recent studies diving into the effectiveness of group training events reveal details that are both alarming and vitally important when developing any kind of training. A study by Gartner reveals that as a result of live group training events, participants lose 70% of what they’ve learned within six days and 87% within six weeks. That’s a very poor ROI in my book.

Comparatively, the Harvard Business Review reports the opposite impact of in-person sales training: through virtual training, 80% of the information is retained after 60 days when a technique known as “spacing” is utilized. Interestingly, the utilization of spacing is ONLY possible in an online training environment.

We’ll unpack what spacing is in a moment, but to our point here—the difference between in-person group training and online/virtual training for your sales team could be significant when it comes to retention and effectiveness.

If You Intend To Build Your Own Digital Sales Training, Take It Seriously

During our conversation on this episode of #ModernSelling, Kurt makes a great point by referring to the effort and time required to learn a language. You don’t simply cram to learn the grammar and vocabulary of a foreign language and suddenly become fluent. It takes time—and that’s time spent while immersed in the practice and use of the language. That’s because practice makes perfect.

Kurt’s point? The same is true for the creation and development of your digital sales training materials.

You must ensure that what you’re creating will contain the right concepts and information AND be effective. For instance, our program took over 10,000 combined man-hours to compile, record, refine, and publish. The results – we received the Gold Stevie Award in 2020 for the best sales training program for the second consecutive year. So, don’t think you can slap something together quickly or easily. It requires funds and personnel to tackle a training project of this magnitude.

If you intend to build your own digital #SalesTraining, take it seriously. Learn what should go into it from CSO @KurtShaver and CEO @M_3Jr of Vengreso, on this ep. of @GoModernSelling podcast. #Sales #salescadenceguide @xant_ai Click To Tweet

If You’re Going To Invest In Building Your Own Virtual Training, Do This!

If you’re willing to put in the 10,000+ hours and financial resources to build a truly effective virtual sales training course for your team, good for you! But you’ll need to ensure effectiveness. How do you do that?

Certainly not with a powerpoint presentation and droning narration. In this episode we cover the following seven science-backed components to an effective online training.

  1. Include Gamification
  2. Implement Chunking and Spacing
  3. Promote Deliberate Practice
  4. Integrate plenty of Repetition into your course
  5. Use the power of Video to keep students engaged
  6. Include periodic exercises to Test Knowledge
  7. Supplement everything with Personal Coaching (group or one on one)

Kurt and I define all of these in our conversation and explain why we prefer a group coaching approach to a one-on-one coaching approach, so be sure you listen!

If You Can’t Build Your Own Online Sales Training, What Alternatives Exist?

You may feel like you have neither the expertise nor the interest in investing in the creation of your own virtual sales training. That’s OK, there is no need to reinvent that wheel, especially if you’re only looking for a short-term solution while employees are working from home because of the restrictions forced by COVID-19.

Our training program—Selling with LinkedIn® —is one example of the types of resources that are available. If you explore others be sure you look for a course that was designed with those seven principles of effective learning. Our course includes them by design. Whatever you decide, ensure that your training dollars are being invested wisely. Listen to this episode to learn more about what we recommend.  Share it with a colleague who is sitting at home trying to sell in the new normal!

If you can’t build your own online #sales training, what alternatives exist? Find out from Vengreso CSO @KurtShaver and CEO @M_3Jr, on this episode of the @GoModernSelling podcast. #DigitalSelling #cadenceguide @xant_ai Click To Tweet

This episode is sponsored by XANT, the enterprise leader in sales engagement. Xant has authored the Definitive Guide to Sales Cadence. Get your copy at www.SalesCadenceGuide.com

Outline of This Episode

Resources Mentioned

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Hands-down, virtual #sales training is more effective than in-person events. Learn how to do it right from Vengreso's CSO @KurtShaver and CEO @M_3Jr, on this ep. of @GoModernSelling podcast. #SalesCoach #salescadenceguide @xant_ai Click To Tweet If you're going to invest in building your own virtual #sales training, don’t miss these 7 essential elements. Learn from Vengreso's @KurtShaver and @M_3Jr, on the @GoModernSelling podcast. #DigitalSales #cadenceguide @xant_ai Click To Tweet
Mario Martinez Jr.

Mario is the CEO and Co-founder of Vengreso. He spent 84 consecutive quarters in B2B Sales and Leadership roles growing hundreds of millions of dollars in revenue annually. Mario is one of 20 sales influencers invited to appear in the Salesforce documentary film “The Story of Sales” launched in 2018. He was named 2019’s Top 10 Sales Influencers by The Modern Sales Magazine, 2018’s Top 25 Most Influential Inside Sales Professional, Selling Power Magazine’s 2018 Top Sales Training and Coaching Consultant, and was recognized in 2019 as one of the top Social Media Leaders by The Social Shake Up. As a renowned digital sales evangelist, Mario teaches marketing and sales professionals how to develop an engaging personal brand to attract today’s modern buyer using the digital sales ecosystem.  Mario is the host of the popular Selling With Social Podcast. He’s been featured in Forbes, INC., Entrepreneur and was formerly a contributor to the Huffington Post. He’s a highly sought-after Keynote Speaker with brands such as LinkedIn, Cisco and many more. He is also known to open a speech with a Salsa dance. Follow him on YouTubeLinkedIn, or on Twitter.

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