Motivate your Sales People to Adopt Digital Learning

Motivate your Sales People to Adopt Digital Learning: We had already mentioned in a previous article the advantages of micro-training for your sales people, especially for deployment agility and learning effectiveness. For these reasons, more and more companies are buying and implementing a Learning Management System to centralize and distribute its training content. Unfortunately, they often encounter problems with the adoption of this LMS by its employees.

The fact that this training system is based on technology sometimes implies a certain difficulty of adoption, especially for companies that do not have a highly developed digital culture. 67% of companies admit that the commitment of employees is the main stake in the implementation of a digital training system.

So how to Ensure the Massive Adhesion of your Salespeople of LMS?

Here we have a very concentrated account of two studies on the subject. Of this concentrate we retain three main criteria:

• The quality of training content
• Gamification – the interactivity of the learning experience
• The cell phone

Here are the results of the two main studies we used:

The first study is a report by the ISTF (Blended Learning Institute): Digital Learning figures for 2017

The content is thus for 25% of the learners the first factor of motivation to follow a formation. Just below, it is the interactivity at 22% that triggers the commitment of the users.

It is interesting to cross-check the results of the first graph with the second one that focuses more specifically on online training. Again the content is the first factor at 30%. Free access to 16% is the second factor of engagement and third and fourth factors of motivation can be noted respectively the tutoring and the bonuses. However, Gamification brings together “obtaining a certification or badges” with “the playful side of this type of content” and totaling 20% becomes the second factor motivating employees to train online.

What do these figures imply?

First of all, the implementation of a digital learning strategy requires a solid and adapted content. The most effective way is to co-create the content with your supplier: it is the tailor-made trend that involves close collaboration between the company and the training organization (which is often the provider of the LMS). Many companies still prefer internalization and thanks to digital have the ability to produce the content that their employees need. This functionality further increases the agility of deploying these contents and the speed of response to an identified need in terms of training.

We also note that Gamification, interactivity and accompaniment are keys to engaging your teams to train online. How to reconcile them in a single LMS? The answer is probably that of the mobile.

Indeed, according to a Software Advice study, the mobile would be considered by the learners as a factor of use of the LMS at 48%. But for 39% the mobile would have no impact on the probability of encouraging its use.

However, in a context where everything becomes “Mobile First”, we believe that digital learning is no exception, on the contrary. And according to the CEO of Smart Canal, in an article of E-learning Letter, the mobile is already not only the reality but the future of digital learning (which would become Mobile Learning)

The availability on mobile – and not only responsive – training modules is even more important for a commercial force that moves a lot. A mobile LMS should be preferred to push content easily to its teams at all times; it is also an ergonomic assurance that can only facilitate the commitment of salespeople to the tool.

However, this is not enough to ensure commercial commitment: digital learning must offer quality content and offer incentives thanks to gamification. But what exactly forms can gamification take in the training of salespeople, apart from a system of badges?