BevAlc sales saw massive gains in 2021. As we head into 2022, it's important for this industry's sales reps to stay at the top of their game. However, the forgetful curve is an all-too-common problem in every sales team.
The forgetful curve refers to how learned information slips from our memories as time progresses. A class taken a few hours ago may seem fresh in your mind, but after a week you forget important details. How will you ensure continuous learning and development to avoid the forgetful curve?
This technique is a great way to increase learning comprehension and recognition among your sales associates. Many sales reps only brush up on their skills once a year at in-person training events. With blended learning, you can stimulate their development year-round in an online setting.
Blended learning is comprised of three facets, the first of which is online learning. Pretty much everyone has a smartphone or computer these days, so online learning is incredibly accessible.
Sales reps can use the skills that they have reviewed online and test them in a controlled setting. It's a good opportunity for them to receive live feedback and develop their skills before dealing with current customers and business associates.
Before you can implement blended learning, it's also important to have a coaching strategy in mind. If your sales representatives have never engaged with blended learning before, they may not know how to effectively benefit from it. Before you begin, assess your team's current abilities and figure out what goals you want to achieve.
Next, look at your current coaching strategy and decide how you can shift it towards blended learning. Some team leaders might benefit from using a dedicated coaching platform. Getting advice from expert coaches can help you identify current and potential weaknesses in your training plans.
Additionally, coaching tools for the leaders can also help inspire sales representatives! It creates an environment where everyone is learning something new, encouraging collaboration. This keeps your whole team engaged and on track to reaching your goals quickly!
In the fast-moving world of sales, being able to think on your feet is an invaluable skill. It allows your sales representatives to assist their customers faster and keep them coming back.
Blended learning with online classes is also very flexible by nature. Sales associates don't feel pressured to cram everything into their brains in one day, which only perpetuates the forgetful curve. Instead, they can learn at their own pace and take more time to commit each piece of information to memory.
Of course, they still need to put those skills to the test. Skill assessments filled out by the seller and their manager, coaching scorecards, and sell sheets with industry math all keep the learning and development process moving forward.
For BevAlc sales managers, online learning programs are vastly more cost-effective. It's also far easier to measure the success of your online learning strategies by keeping track of course completion rates, as well as answers to online tests and quizzes. This helps managers understand what needs to be covered during in-person coaching sessions.
Studies have shown that blended learning engages your sales reps, keeping your customers happy as a result. It allows your team to pick up new skills on their own schedule and effectively use them in a real-world setting. When in perfect balance, online learning combined with in-person coaching can easily flatten the forgetful curve.