Gone are the days of countless in-person training workshops with little to no engagement. Online training modules were supposed to be the replacement, but even these courses can quickly become monotonous. To meet the needs of modern professionals, the approach to training sales teams must evolve. Enter hybrid sales training—a dynamic method that combines the best of online and in-person learning. This approach leverages the flexibility and convenience of digital platforms while maintaining the impactful, hands-on experience of face-to-face interactions.
Even as remote work becomes more prevalent, the need for effective sales training remains crucial. Hybrid sales training offers a solution that caters to the new normal while addressing some inherent limitations of purely remote or in-person training methods. Let’s explore this approach in more detail:
Hybrid sales training is not just about mixing online modules with in-person sessions; it's about creating a cohesive learning experience that maximizes the strengths of both formats. Studies have shown that hybrid training can significantly improve learning outcomes and performance thanks to the integration of multiple training formats. This approach caters to the diverse needs of sales teams, leading to a more comprehensive and impactful learning experience.
In our experience, companies that adopt hybrid sales training often see better engagement, higher retention rates, and improved overall performance in their sales teams.
Hybrid sales training allows professionals to access and complete training modules at their own convenience. It caters to various learning styles by integrating video tutorials, interactive quizzes, and hands-on workshops. This personalized approach ensures that each sales professional can learn in a way that suits them best, enhancing overall effectiveness.
Teaching sales training content that is not statistically validated by field research is a massive risk. Meanwhile, if you train your team with sales training content that is backed by field research, you can have a great deal of confidence that the training will work if followed correctly. So, when selecting your next sales training provider, be sure to ask them about the field research that their sales training content is based on.
Hybrid sales training takes a structured approach to ensure that learners are fully engaged with the material, leading to better understanding and retention. Practical tests and scenario-based exercises can be completed online or in person. These methods demonstrate that sales professionals can apply their knowledge in real-world situations, leading to the ability to perform effectively on the job.
Hybrid sales training effectively teaches general skills through online modules, providing a solid foundation for further development. Once general skills are acquired, in-person training sessions allow for hands-on practice, role-playing, and direct feedback. By limiting in-person training to essential, high-impact sessions, companies save on travel and accommodation expenses while still providing comprehensive training through online modules.
Hybrid sales training allows for customizable training paths, enabling professionals to focus on various aspects of a skill and enhance specific competencies. Training includes written, recorded, and visual elements to cater to different learning styles while blending training formats. This flexibility allows companies to design personalized training programs that meet the specific needs of their sales teams, leading to more effective learning outcomes.
Hybrid sales training can include ongoing sessions to ensure continuous learning. By setting specific goals or milestones, the training program maintains a clear focus and direction. These goals help track progress and ensure that learning objectives are consistently met. Recognizing achievements or certifications can motivate sales professionals but also provide a clear path for career advancement and skill enhancement.
Hybrid sales training facilitates vital discussions among team members. These conversations, grounded in shared training experiences, reinforce learning and foster common ground, strengthening collaboration. Teams are encouraged to experiment with new approaches and then report on what worked and what didn’t. This feedback loop helps refine strategies and improve overall performance.
Suffice it to say that hybrid sales training programs don’t come together overnight. Rather, they require careful planning and strategic execution.
A successful hybrid training program starts with identifying the essential skills and competencies your sales team needs to excel. This includes core sales techniques, product knowledge, communication skills, and advanced strategies like negotiation and customer relationship management.
Establishing clear milestones is crucial to ensuring the training program's effectiveness. These milestones act as checkpoints to monitor progress and ensure that learning objectives are being met.
Finally, deciding which components of the training are best delivered online versus in-person is a key aspect of curriculum development. Online training is ideal for theoretical knowledge, product details, and procedural instructions, as it allows for self-paced learning and easy access to resources. In-person training, on the other hand, should focus on practical skills, such as live demonstrations, interactive workshops, and role-playing scenarios.
Understanding which parts of the training are best suited for online delivery and which require in-person interaction is critical. Online components might include e-learning modules, video lectures, and digital assessments, which provide flexibility and scalability. In-person components should focus on interactive elements like group discussions, workshops, and hands-on practice, which are essential for skill application and experiential learning.
To gauge the success of your hybrid sales training program, it's important to measure its implementation using Key Performance Indicators (KPIs). KPIs can include metrics like training completion rates, knowledge retention scores, sales performance improvements, and employee engagement levels. Regularly reviewing these KPIs will help identify areas of strength and opportunities for improvement, ensuring the training program remains practical and relevant.
Partnering with an experienced training provider can greatly enhance the effectiveness of your hybrid sales training program. Our team at Funnel Clarity brings expertise in designing and delivering training that seamlessly blends online and in-person elements. We work with you to help tailor the program to meet the specific needs of your sales team by offering valuable insights into best practices and providing access to a wide range of resources. Working closely with our team ensures that your program is well-structured, engaging, and aligned with your business goals.
Implementing a hybrid sales training program requires a thoughtful approach to curriculum development and integration. By covering essential skills, setting clear milestones, strategically dividing online and in-person components, measuring progress with KPIs, and collaborating with an experienced provider, you can create a training program that effectively enhances the skills and performance of your sales team.
To learn more about Funnel Clarity, our available programs, and how we can facilitate training for your sales team, connect with us.
Tom Snyder is the founder of Funnel Clarity; a training and consulting company focused on humanizing sales. Snyder’s passion is helping companies achieve measurable sales performance improvement. Previously, Snyder spent 10 years with the sales training firm Huthwaite Inc, culminating in the role of CEO. He later founded Business Performance Partners, a sales and strategy consulting firm that evolved into Funnel Clarity. Snyder is a sought after international speaker and was named one of the Most Influential Sales Leaders. He has authored two McGraw Hill best sellers, “Escaping the Price Driven Sale” (2007) and “Selling in a New Market Space” (2010).
