Sales people have a reputation for having a short attention span and little patience for any training delivery that is perceived as dull. For sales training to be effective it must engage the audience from the start. This seems to present a challenge for webinars and computer based learning programmes.
Participation is the most reliable means of student engagement providing that the tasks participants are asked to complete are perceived as relevant and interesting.
In a classroom or lecture theatre, competent trainers and teachers can use non verbal communication - eye contact, movement, interaction, and expression to create interest and maintain momentum. Unspoken feedback from those present, inspires effective speakers to bring their material alive.
In an online session, it is easy for the best teachers, speakers, and presenters to lose their connection with the audience and deliver something that is somehow, less exciting. Listeners start to multitask, review other work, or just get on with their email.
Almost all experiences of online learning - one to many - reported on by sales people include similar criticisms - that it seemed dull or it was difficult to maintain attention. Online learning opportunities have become thought of as second class amongst the sales people.
When larger groups meet online, the verbal and visual communication becomes all one way. Electronic interaction can be achieved however, managing verbal and visual interaction becomes increasingly impractical as the numbers being addressed increase.
One way communications might as well be presented as a recording so that students can listen and review the materials at their convenience. Many recorded learning programmes are available in the form of audio books however; a great deal more forethought, planning, and preparation seems to have been invested in commercially successful titles.
Yet, the medium offers huge advantages over classroom delivery. Learners save on travel time and costs. Sessions can be more easily arranged to fit in with other pressing demands on time. The medium demands more efficient material presentation and so effective online learning takes less time.
For small groups of up to five people, online sessions can deliver on their promise providing that the session leaders takes the time to prepare for continuous interaction. Everyone present should be expected to do something or make a contribution every 3 to 5 minutes.
Well designed online sessions lasting between 30 minutes and an hour equip learners with bite sized increments to their stock of methods, techniques, and know-how. Follow up and follow on sessions help participants apply learning and achieve real improvements in efficiency, productivity, and sales performance.
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