Sales Enablement Training Software
The world of sales enablement training is a lot like the wild west at this point, sales teams are being “enabled” by their managers, VPs, product marketing teams, and seemingly pretty much anyone who wants to have their voice and opinions heard by prospective clients. Because of this reality, combined with the fact that other functions like marketing and finance have become so saturated with competing tools and thought leaders, sales enablement tools and sales enablement best practices are beginning to emerge to help fill gaps. As such, the question of “what is sales enablement” is being answered by many thought leaders, including Forrester Research. Regardless of how you define the process of sales enablement, it is understood by all that the better you are at enabling a sales team, the more revenue your reps are going to bring in. We pride ourselves at Lessonly on providing autonomy to those needing to enable a sales team with our easy-as-email training tools at a price that any team can afford.
One of, if not the most important topic for sales enablement training is product training, making sure that the product knowledge of your sales team is always up-to-date and consistent with the rest of the company’s messaging.
What is Product Knowledge?
The definition of product knowledge will be different, depending on who you speak with and depending on the context of the conversation, but at Lessonly, with regard to sales enablement, our product knowledge definition is understanding held by a salesperson (either inside or outside sales) about the product or service they are expected to sell to meet quota, as well as how that product works with the entire product and service offerings of the company. We include both categories because of the constant horror stories and first-hand experiences we’ve heard and faced with salespeople who just simply don’t comprehend the entire picture. There are very few job functions in the world that consist of a single task. A sales process should take this into account. That being said, it’s important to find the right balance. We find that dividing a sales team member’s time in half (50% towards learning their quota-bearing products and 50% towards related and full-stack products) is a good starting point.
The Importance of Product Knowledge
Why is product knowledge important? One word: revenue. Unless your customers are all repeat buyers or have a long-standing understanding of your product, like a Big Mac or a Coke, your revenue can be grown simply by improving your product knowledge. The benefits of product knowledge are widespread beyond revenue, though, including increased employee buy-in, the feeling of ownership, a more integrated team culture, and more. Product knowledge importance is often overlooked but is critical to understand and implement with your sales team.
Product Knowledge Training
Training product knowledge can be quite a task and it’s one that we love to help people with. Our clients using Lessonly to create product training have found our tracking tools incredibly valuable because they allow the trainer to understand who is following your product knowledge training outline well and who is truly understanding your product knowledge training objectives the best (and the worst). To spice up the product training process, product knowledge training games like role-playing and “telephone” are really great to run between the dryer, information-only-type content. Other product knowledge training ideas include creating a checklist to make sure your various training activities stay on track, also think about including funny or entertaining videos or animated GIFs to break up the monotony of the training.
Product Management Training
A convenient result of how Lessonly does pricing is that you can use Lessonly to train different teams throughout your organization at the same time. You can make this even easier by utilizing the Groups features of Lessonly. With that in mind, a product manager may use Lessonly to enable the sales reps and also use it for product management training. Product manager training could then be used to help train the entire product management and product marketing teams, as well as the sales team, making sure that all of those teams are 100% on the same page, learning from the same materials.
Product Knowledge Games
As mentioned, using games for product knowledge training can help chop up the training process to make it much more interesting. You could create a Jeopardy-type experience to help quiz the team after training has been done, or even create a “pin the fact on the product” game, where you distribute various facts about various products and have your team pin facts to the right product. The key to product knowledge games is to keep the cheesy factor as low as possible though so that you don’t lose the whole group’s attention. The other key is to make sure your training fits your team’s personality.
Product Sales Training
Product training for sales is obviously critical, but product training for salespeople is not the only type of product training that should be conducted. Further, increasing product knowledge in sales is crucial, but also training the customer service department and even product teams that are working on other projects will help grow your company.