Do Traditional LMS Work for Online Sales Training?
Introduction
Ready or not, online sales training is evolving, and the question is, are we keeping up? – Sales training today is challenging as the traditional one-size-fits-all approach is no longer effective.
Modern buyers are well-informed and often start sales conversations armed with extensive research, making the selling process more complex than ever. 96% of sales professionals acknowledge that prospects are already well-versed in the product or service before making contact.
Not just that, AI has transformed salespeople from information providers to strategic advisers, prioritizing the growth of relationships and individualized client involvement. So, can traditional LMS platforms keep up with the fast-paced, highly personalized needs of modern sales training?
Well, not really. In fact, traditional LMSs often lack more advanced solutions that cater to sales training needs, such as integrating with other business tools, supporting mobile accessibility, and enhancing learner engagement through interactive and updated content.
So, let’s look at the modern alternatives that can make your Online sales training easier and more streamlined.
Understanding Traditional LMS for Online Sales Training
Learning management systems (LMS) are eLearning software intended to assist in the development, administration, delivery, and evaluation of training courses and learning and development programs. Officially, these events happen online, but you can download and use the content offline on mobile devices. An LMS basically can,
- Ensure users have received the necessary training and are up to date with any updates.
- Facilitate easy access to both formal and informal learning.
- Receive the required education and training to advance in one's career.
- Increase workplace productivity and repeat business by improving sales performance.
A little background to Online Sales Training in Traditional LMS
Before diving into the nitty-gritty, let's start with some background information. Learning management systems emerged in the 1990s, specifically designed for the higher education sector. These systems developed alongside the growing e-learning industry.
Back then, these early systems were mostly used in higher education and corporate training to bring some order to learning management. EKKO, developed by Norway's NKI Distance Education Network in 1991, was one of the earliest fully-featured LMSs. This laid the groundwork for more advanced systems catering to different learning preferences and administrative requirements.
Throughout the years, LMS platforms have undergone significant changes, incorporating advanced features like mobile learning, integration with social media, and personalized learning experiences.
Limitations of Traditional LMS in Online Sales Training
About 10% of businesses upgrade or replace their predominant learning technology once every year or two. It's because the learner expectations and the surrounding business needs are evolving. Despite their many benefits, traditional learning management systems have a reputation for posing a few challenges.
- It takes months to build a course: Creating online courses in traditional learning management systems (LMS) can take a while, which is not feasible for sales managers who experience fast product and B2B sales approach changes. When the material is finally distributed to sales teams, it may already be outdated due to the extended development period.
- Data sits in Silos: Traditional learning management systems typically lack integration with other key systems, including Customer Relationship Management platforms. Because of this lack of connection, sales teams' operational systems do not easily access vital training data, which results in inefficiencies and lost sales opportunities for data-driven decision-making.
- Engagement issues: One of the biggest problems with traditional LMS is keeping salespeople interested in the training courses. It can result in low completion rates and poor knowledge retention because these systems usually lack contemporary elements like gamification or interactive modules.
- Not mobile friendly: With the b2b sales staff's growing mobility, having access to training on the go becomes essential. Salespeople find studying challenging at any time or place, as traditional LMS systems frequently do not provide better mobile experiences. This restriction seriously impedes learning if sales professionals don't interact with the training materials when they most need them.
- Static content: An additional major disadvantage is the dependence on static, non-interactive material. Since sales environments are variable, training materials must be flexible enough to adjust to new scenarios and changes swiftly. The lack of flexibility traditional LMS offers might hinder sales effectiveness and relevance to real-world B2B sales scenarios.
Modern Alternatives to Traditional LMS in Online Sales Training
Imagine turning your study session into a fun yet comprehensive learning experience. That’s what modern alternatives to traditional LMS can offer your sales management. Let’s check out how these platforms provide a better learner experience.
1. Microlearning
Microlearning education is an instructional approach that presents content in manageable, bite-sized portions. These short, focused lessons typically last between 3 to 5 minutes and aim to teach one specific skill or piece of knowledge at a time. Think of it as learning in quick, manageable bursts, perfect for our fast-paced, digital world.
Why it works
Microlearning can improve retention rates by 50% compared to traditional methods. It works because it caters to our short attention spans and busy schedules. Here’s why it’s effective:
- Retention: Short, focused lessons help you retain information better.
- Flexibility: Learn at your own pace, on your own time.
- Engagement: Interactive and varied content keeps you interested and motivated.
- Accessibility: Easily accessible on mobile devices, making learning on the go possible.
Example
Look at HubSpot Academy's online sales training modules. Each module takes just a few minutes and covers specific B2B sales techniques, tools, and strategies. Your sales reps can complete a module while commuting or during a lunch break, making consistent progress without feeling overwhelmed.
It helps sales professionals continuously refine their essential sales skills without disrupting their workflow.
2. Gamified Learning Environments
Gamified learning environments incorporate game elements into educational settings. These elements can include points, badges, leaderboards, and challenges. The goal is to make Online sales training fun and motivating for sales professionals so they can contribute to overall business growth.
Why it works
Author Gabe Zichermann of "Gamification by Design" notes that workplace training that incorporates gaming aspects increases skill retention by about 40%.
Gamified learning works because it taps into our natural desire for competition and achievement. Here’s why it’s effective:
- Motivation: Game elements like rewards and challenges increase motivation to learn.
- Engagement: Interactive and fun practical activities keep learners engaged.
- Feedback: Instant feedback helps learners understand their progress and areas for improvement.
- Retention: The interactive nature of games helps improve the retention of information.
Example
Salesforce's Trailhead platform uses gamification to teach sales professionals how to use their tools and improve their B2B sales techniques. Salespeople can earn badges and points by completing modules and challenges. Who wouldn’t like a fun and competitive learning process?
3. Social Learning Platforms
Social learning platforms for online sales training are environments where sales professionals can connect, collaborate, and learn from each other. They combine training content with social prospecting features like discussion forums, chat rooms, and collaborative projects. The goal is to create a community-based learning experience tailored to sales.
Why it works
HBS research shows that social learning can increase completion rates by up to 85% compared to traditional learning methods. Social learning platforms are effective for online sales training programs because they harness the power of social interaction. A few more reasons include:
- Collaboration: More sales professionals can collaborate on role-playing exercises, share sales strategies, and collectively solve challenges.
- Peer support: Having a support network helps salespeople stay motivated and overcome obstacles from potential buyers.
- Diverse perspectives: Exposure to different B2B sales techniques and viewpoints enhances understanding and adaptability.
- Continuous learning: Ongoing discussions and interactions keep sales skills fresh and up-to-date.
Example
FreshLearn is a well-known social learning platform used by educators and creators. They may use it to set up online classrooms where students can exchange materials, participate in conversations, and collaborate on projects. The best part is that, with the incorporation of gamification, quizzes, and a community poll, participants find the course content interesting.
4. Learning Experience Platforms (LXP)
A Learning Experience Platform (LXP) is an advanced, user-centric platform that delivers personalized learning experiences. Unlike traditional Learning Management Systems (LMS), LXPs use AI and data analytics to curate course content based on individual preferences, learning styles, and goals.
They integrate learning resources like videos, articles, online courses, and social learning tools into one seamless experience.
Why it works
LXPs are apt for online sales training because they focus on the learner’s needs and preferences:
- Personalization: Tailored content ensures relevance and engagement, helping B2B sales reps improve essential sales skills.
- Flexibility: Sales reps can choose when and how they learn, fitting training into their busy schedules.
- Engagement: Interactive and diverse content keeps learners motivated and interested.
- Analytics: Detailed insights help track progress, identify areas for improvement, and measure training impact.
Example
Degreed is a leading LXP that provides personalized learning experiences. It aggregates content from various sources, including sales training courses, articles, videos, and podcasts, and uses AI to recommend the most relevant resources. Learning becomes more dynamic and efficient when users are able to monitor their progress, create objectives, and connect with other users.
5. Immersive learning technologies
Immersive learning technologies use virtual reality (VR), augmented reality (AR), and mixed reality (MR) to create realistic sales training environments. These technologies simulate real-world sales scenarios, allowing professionals to practice and refine their B2B sales skills in a safe, controlled setting. The objective is to improve comprehension and retention by making training more engaging and hands-on.
Why it works
Research shows that VR training can increase learning retention by up to 76% compared to traditional methods. Immersive learning technologies are effective for several reasons:
- Engagement: The interactive and realistic nature of VR and AR keeps inside sales professionals deeply engaged.
- Hands-on experience: Sales teams can practice pitches, handling objections, and closing deals in simulated environments.
- Retention: Immersive experiences enhance memory retention by providing a multi-sensory learning experience.
- Feedback: Real-time feedback in virtual scenarios helps employee professionals learn sales techniques and improve sales strategies.
Example
Hilton Worldwide uses VR to train its team. Executives can practice handling objections from potential customers in a virtual hotel setting. This method has also proven highly effective in preparing the team for real-world sales interactions, boosting confidence and inside sales performance.
Successful Companies Implementing Modern LMSs to Drive Results
The ability of companies and sales leaders to adapt and modernize their training systems is not just an advantage—it's a necessity. Let’s analyze this through a few case studies from leading organizations.
Bagel Brands' implementation of an LMS
Bagel Brands significantly improved its onboarding and training processes by adopting a modern LMS. This transition focused on enhancing employee relationships and resulted in several measurable improvements:
- Reduction in onboarding time: From 22.5 days to 4.5 days, greatly accelerating the readiness of new employees.
- Increase in employee retention: Turnover rates dropped from 170% to below 80%, significantly above industry standards.
- Higher certification completion: Jumped from 30% to 80%, indicating better engagement and comprehension from trainees.
These changes reflect the potent impact of integrating modern LMS into corporate training strategies, aligning particularly well with the needs of a young, tech-savvy workforce.
Hewlett Packard Enterprise (HPE) using SAP Litmos
Hewlett Packard Enterprise transitioned its customer training division to SAP Litmos, a move that translated into substantial financial gains:
- Drive revenue: The division reported over $200 million in training revenue, showcasing the economic benefits of adopting an effective LMS.
- Training efficiency: SAP Litmos provided scalable solutions that enhanced the delivery and tracking of training programs, which is crucial for managing extensive customer needs on training.
This case highlights how an effective LMS can transform customer training into a significant revenue stream while improving operational efficiencies.
Choosing the Right Platform for Online Sales Training
When choosing an LMS for online sales training, you must factor in a few considerations to ensure the platform you choose meets the dynamic needs of sales teams. Here are the essential features for choosing an effective platform.
1. Flexible content integration
Modern LMS should allow easy integration and management of diverse training content such as videos, documents, and interactive modules. This helps keep the training material up-to-date and applicable.
For instance, FreshLearn provides a user-friendly platform that enables the design of sales courses, community establishment, and the promotion of such sales courses using solid marketing tools. With this platform, you can make online sales training courses with real effect in less than an hour, thereby contributing to business growth.
2. Mobile compatibility
Given that B2B sales teams often operate remotely, the LMS should be accessible on various devices, particularly mobile, to facilitate learning on the go. FreshLearn’s capability to operate on mobile devices is the best example. You can pick modules and train anywhere, anytime.
3. Gamification
Incorporating elements like badges, points, and leaderboards can greatly enhance engagement and motivation among learners. Using FreshLearn's gaming mechanics and design concepts, training can be more interesting, inspiring, and entertaining!
The platform uses engaging material and game components to keep students engaged and motivated to finish your course.
4. Real-time analytics and reporting
Effective LMS platforms provide detailed analytics on learner progress and engagement, helping organizations measure the impact of their training programs. Using FreshLearn's robust analytics capabilities, you can monitor student growth and pinpoint areas of concern.
You can get to know your sales rep's content interaction patterns to boost engagement and maximize learning outcomes!
5. Flexible delivery methods
A robust LMS should support various training delivery methods, including self-paced online modules, instructor-led training, and interactive webinars, to accommodate different learning preferences and schedules.
With FreshLearn's no-code online course platform, you can create, promote, and provide digital content to your staff in under 60 minutes, including blogs, ebooks, podcasts, live sales courses, and online training!
Wrapping Up
We just saw how traditional training systems often struggle to keep up with the pace of today's sales environments. Transitioning into a modern LMS is not the actual challenge. It’s finding the right custom LMS for your sales success. That's where FreshLearn can be helpful, offering a flexible, feature-rich platform designed to cater to the requirements of your b2b sales management.
FreshLearn distinguishes itself with a variety of features tailored to enhance online sales training:
- ✅Quick implementation & ease of use
- ✅Diverse content support
- ✅Built-in tools
- ✅Interactive live sessions
- ✅Mobile learning
- ✅Advanced Analytics
- ✅Robust integrations
- ✅Community and support
Discover the potential of modern learning management with FreshLearn's free demo and see firsthand how it can transform your sales training efforts.
FAQs
1. What is LMS in sales?
An LMS (Learning Management System) in sales is a platform that supports the delivery, tracking, and management of sales training programs. It helps sales teams improve their sales skills and knowledge efficiently through various forms of digital content, including e-learning modules, video tutorials, and interactive simulations. The ultimate aim is to boost productivity and repeat business in sales operations.
2. What is LMS in CRM?
Integrating LMS with Customer Relationship Management (CRM) systems enhances the effectiveness of sales training by aligning learning outcomes with selling processes. This integration allows seamless access to training materials directly from the CRM interface, supporting just-in-time learning that is contextually relevant to the b2b sales tasks.
3. How do I create a sales training module?
Creating a sales training module with an LMS involves a few key steps: identifying the necessary skills for your sales team, developing content that addresses these sales skills, and utilizing the LMS to distribute and track the training. Effective modules often include interactive elements like videos, quizzes, and real-life scenarios to enhance learning engagement and retention.
4. What training does a salesperson need?
Salespeople require a mix of hard and soft skills training for sales effectiveness. This includes product knowledge, understanding of the sales process, techniques to attract customers, negotiation strategies, account management, customer relationship management, and communication skills for better sales conversations. Additionally, training in modern b2b sales tools and technologies and ongoing coaching and performance feedback are crucial for their continuous sales success.
5. What are the five methods of sales training?
Five effective sales training methods include:
- Microlearning: Breaks down complex information into short, focused segments that are easy to digest and remember. This could be virtual instructor-led training or self-paced according to the preferences of the target audience.
- Role-playing: Helps salespeople practice and learn sales techniques in a simulated environment through in-person training.
- On-the-job training: Allows salespeople to learn by doing, providing real-time feedback and direct application of b2b sales skills.
- Video training: Uses recorded content to demonstrate techniques and concepts that salespeople can study and emulate.Case study analysis: Involves learning from real-life scenarios to improve decision-making and strategic selling skills.
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