Sales training professionals play a critical role in their organizations. Whether an organization has highly educated reps selling complex products or sales representatives helping customers in a high turnover retail environment, sales enablement is the key to a healthy sales pipeline.
We find that many organizations have similar challenges when it comes to sales enablement. They need their reps to communicate value, not features and benefits, through asking the right questions and telling a compelling story. They need to avoid competing on price, which is what customers use to make decisions when they can’t tell any real difference in value. And they need to quickly ramp up on new products after they are launched.
These challenges are amplified in the competitive, highly regulated life science and medical device space. If you come from an organization in this space, you are faced with providing excellent sales enablement plus navigating issues such as the healthcare shift from volume to value, a more complex sales process and a shift from 1:1 selling to physicians to strategic account management and selling to the C-suite.
It all comes down to this: Preparing sales reps and account managers for success in an increasingly challenging environment.
It takes a blend of learning solutions to meet most sales enablement objectives, but game-based learning is often part of the mix. For example, a sales enablement curriculum for a new product might include gamified online learning as prework, games and roleplay activities at the launch event and a mobile reinforcement game available post-launch.
If you think a game will work well with your reps, consider the following:
1. What is my business objective?
This should come before anything else!
2. Who are my learners?
Learner Personas, similar to Buyer Personas, provide a semi-fictionalized representation of your target learners. Take the time to create rock-solid personas before designing the training itself.
3. What are my learning objectives?
As with any learning solution, you must have a clear picture of what reps should know/do/believe/avoid doing after the training. This will impact the design of your game.
4. What game mechanics/elements best link to my learning objectives?
Once you know your learning objectives, match them to the game mechanics and game elements that best support those objectives. You should also use your learner persona(s) to decide what type of game your target learners will most benefit from.
Access our recorded webinar to learn more about sales training
We cover this information and more in our Sales Enablement and Beyond webinar. It’s part of our ongoing Lessons on Learning Webinar Series.