Using web-based learning to drive sales growth

"Geographically spread and often isolated from day-to-day contact with colleagues, sales people are the perfect audience for web-based learning. Most companies bring their sales people together for face-to-face events. These can be great for team building and for communicating the overall strategic messages, but not so good for absorbing large amounts of information. There is often too much to take on board at one time. 

The web provides an opportunity to create a more continuous approach to professional development and to make sales people feel more connected at the same time. What's more, it enables sales managers to monitor each individual's progress, both in terms of the inputs - how much time they spend - and in terms of the outputs - their performance against qualitative and quantitative measures.

In the end the point is to get more sales. We have worked with many different sales teams with widely different cultures. However, we have learnt some generic lessons about both the way people like to learn and the things the sales team should focus on, if they are going to perform better than the industry norm."

Alan Nelson - Managing Director, Nelson Croom