The Paperless Classroom
Picture this scenario. You are getting ready to change the oil in your vehicle. Before doing so, you will want to refer to training materials to ensure you do it correctly. Nine times out of 10, the place you immediately go-to for this training is YouTube. When preparing, you aren’t going to watch the video 30-90 days prior. No, you’re going to refer to it either right before or while you’re changing your oil.
As the world around us becomes more paperless, why are we still resisting this change within sales, especially channel sales?
Traditional training tactics are no longer working. Outdated learning portals are rarely ever used, and when they are, it often takes too much time and too many clicks to find what you’re looking for. While at the same time, lunch and learns, certifications, and white papers are being provided months before your salesperson has the opportunity to use what they’ve learned. It’s impractical to expect that what they learned will still be top-of-mind at this point, especially when most of us can’t even remember what we had for lunch yesterday.
We need to think of the YouTube Model. How can we provide our salespeople with the training tools and resources they need when they need them? In 2018, Deloitte put out a report on “learning in the flow of work” and how it would be the leading form of training by 2020. They weren’t wrong.
Think about your salesforce today. As stated by a 2019 report by The Harvard Business Review (HBR), salespeople spend an average of 6.5 hours in front of a computer screen every day. Of that time, 19% is spent gathering information and searching for data, while 14% is spent participating in formal and informal meetings. If they’re spending 30% of their workday focused on hunting for white pages and insights, that’s 30% of their time not focused on selling and building pipeline.
While learning in the flow of work may be a new idea, it is a popular one. Over the past few years, it has become the preferred form of training/learning for both companies and salespeople because it’s not only organic but fits around their working day and lives. It’s continued to become increasingly popular over the past year as teams continue to work remotely and cannot attend in-person training events.
This was our belief when building the Qotient platform. Our goal was not to just add another tool to an already loaded channel technology stack. Through our TalkTrax Framework, we deliver an almost invisible training/learning process. One that is so integrated with your workflow that salespeople don’t even recognize it is happening.