26 Sales training methods Getting more variety in your training

 

Here are some straightforward methods you can use to make your sessions at sales meetings conferences and formal training sessions have more variety and combat learning fatigue.

I have colour coded these  from both delegate participation viewpoint and trainer control viewpoint

Below the table, I have given some brief explanation of each method with suggestions where they are best exploited.

This list is by no means comprehensive so please share any ideas you find helpful in the comments box for this post . I will write a post on energisers, icebreakers and training session closes on another post.

I hope you find it useful

Method	Delegate Participation Level	Trainer control level
1.       Lecture (chalk & talk)	none	high
2.       Step by step	medium	high
3.       Guided discovery	High	medium
4.       Reading	High	none
5.       Action learning	High	medium
6.       Demonstration ‘ sitting with Nellie’	Medium	high
7.       Directed Discussion	High	medium
8.       Buzz group	High	low
9.       Free group discussion	High	none
10.   Case studies	High	low
11.   Brainstorming	High	low
12.   Drama	low	high
13.   Problem centred groups	High	Low
14.   Syndicate method	High	Low
15.   Seminar	low	high
16.   Tutorial solo/group	High	high
17.   Individual task	High	Low
18.   Projects	High	Medium
19.   Practical	depends	depends
20.   Delegate presentation	High	Low
21.   DVD / Video	variable	High
22.   Delegate videoing	High	Low
23.   Role play	High	Low
24.   E-learning	High	variable
25.   Action mazes	High	variable
26.   Blended learning	Variable	Medium

 

1.       Lecture or chalk and talk is suitable if you wish to

a)      Present facts

b)      Give an initial outline of a session

c)       Provoke criticism , discussion and debate

d)      Use more than one presentation medium

2.       Step by step presentation is best suited if you need to do all in 1 above , Plus feedback. This makes the method a two form of communication. It also has the advantage of you being able to check and test that each stage is understood.

3.       Guided discovery is method using directed questions to gently lead the delegates to realisation of the session objectives. It encourages them to think, gives them ownership in the discovery which helps with their memory of the learning lesson. The participation invigorates the session.

4.       Reading  . Short periods of reading give delegates time to obtain knowledge and information. It also stimulates analytical and evaluative thinking  which if combined with reporting back to the group raises subsequent level of participation.

5.       Action learning . Using a series of ‘real life’ projects inter weaved with short training module participants are able to use the learning topics in their sphere of work, support each other in the application and learn ( teach) each other. It is especially effective in addressing real issues for the business.

 



Delegates practising personal space in
 Body language for themselves
 after a demonstration of personal space.

           6.  Demonstration  or ' sitting with Nellie '. This method is best combined with objective of getting delegates to re-perform the task themselves. It help delegates learn by observation and can be particularly helpful in teach the principles . It is a more gentle way to coax the introverted learner to get involved. It also allows for the interchange of ideas. It encourages the use of technical language to be learnt and builds familiarity of same. Combined with their re-performance it promotes feedback and comments.

7.       Directed discussion . Groups are set a topic to be discussed with a clear objective and time limit. This methods helps the collection of facts and tests the delegates’ understanding through the exchange of ideas and opinions. It stimulates the groups to think and engage.



 A group recording their thoughts on flip chart paper 
to present back to the meeting

    8. Buzz Groups these are open discussion groups  usually from  2-6 delegates to discuss a problem / challenge for a short period within a session. They encourage participation from the introverted learner, promoting the exchange of ideas, suggestions, the practise and familiarisation  of technical language and to gain feedback from other delegates. It can also be useful to consolidate learning by review. It can help to build group cohesion and get delegates to express their findings in precise terms.

9.       ‘Free Group Discussion’  Here the groups decide on both the topics and objectives. This method can be useful to observe changes in power, attitudes, feelings and communication between group members. The trainer simply observes. It encourages delegates to be more open and listen to the  ideas of others. Additionally it can make delegates aware of their own communication style.

10.   Case Studies  This method covers those opportunities to apply theory to realistic everyday practical problems. The can be used to encourage practical application of learning. Get delegates to analyse and evaluate data. Such studies can encourage delegates to recognise inter- department relationships ( e.g. sales support, production, distribution, credit control). Case studies can also provide insight into the nature of decision making.


11. Brainstorming / Thought showers . A more informal discussion encouraging spontaneity. Creative rather than critical faculties are encouraged in the early stages to generate ideas for solutions and expand the thinking of the group.  Spider Maps, Force field analysis ( see photo below) ,Ishikawa fish are forms of brainstorming. Such methods encourage creative and lateral thinking. The methods can promote tolerance and listening  and can reduce barriers to changes in attitude.




Force field Analysis brainstorm
Considering which of the hindering
 forces are cancelled or
eliminated by the driving forces



Joe and Glenn have a discussion in the office
Scene1 The Staff survey Drama 

                12. Drama . An enacted real drama before a live audience of trainees can be extremely effective. The audience can even be drawn into the cast to assist, or direct the case  as the drama unfolds and see the consequences of their direction..

13.   Problem Centred Groups are  larger version of small group discussions where the group size can expand to 12 members discussing a task . size of the group The time required may be longer due to the



Syndicate at work

 ..      14. Syndicate method . The course / meeting is broken up into groups of around six members. They work on set problems with intermittent help from the facilitator. The syndicates then report back to the whole group. Such a method can engender a healthy competition between groups. The groups can self-teach and acquire additional skills in the seeking and organising of information.

15.        Seminar and Debate. A presentation or white paper is presented and used as an introduction to group discussion. Such a method encourages critical thinking. It can enable individuals to present an argument in front of influential experts.

16.       Tutorial ( Group or individual).  This can be conducted live or web-based via the likes of conference calls or Skype. It is used for gaining feedback and clearing any misunderstandings. It can gently elicit the involvement of introverted delegates. It can also help develop and drive deeper thinking.



Debbie and Julia completing an individual task

           17. Individual Task. This method  may consist of  an individual task to tackle a problem  away from the classroom, or can be a series of tasks to be performed by one individual. It encourages engagement by making the learning an active process dealing with problem solving.

    

18.       Projects.  This method can be devised to give the delegate a fair degree of freedom whilst remaining structured and controlled by the trainer. This is suitable for a lengthy project requiring considerable time which would be best used outside formal training sessions.

19.       Practical.  This can be conducted in many ways but usually requires the submission of a report or presentation of report reflecting on the practical skills gained as a result of the project. It helps the delegate self-teach skills of investigation, organisation, application and skills in presentation and illustrating the delegate’s knowledge.

20.        Short Presentation by Delegate . This can be useful with experienced and capable delegates who could be asked to conduct some research between session and report back to the group. It encourage thoughtful and mature reflection of a topic. It develops insight by forcing the delegate to delve deeper into the topic. It is good for improving delegate’s presentation and persuasion abilities.

21.        DVD & Video  Recording and playback by trainer can be helpful for delegate’s to self-assess objectively. It allows them to review their reactions and consider how to improve them. It can open their attitude to change and also build confidence.

22.       Video recording by delegates. Delegates can be set the task to produce a short video relevant to the course such as making a TV add, You tube clip o a marketing course.

Such a method clarifies and concentrates their minds, stimulated creativity , gives impact to the training topic message, develops team work and works them to deadlines .





Dave , Andy and John practising their Buying and Selling skills



      23. Role play When interpersonal skills are involved this method is useful but is time consuming. It must be done carefully without embarrassment. It can enable delegates to use new insights in an interactive situation. It can allow delegates to make mistakes in an open and accepting environment. As well of the benefit of doing delegates can also learn from observing others

24.   E learning  This method is best used for one delegate over short periods of time. Such systems can make learners answer  set questions, analyse their responses and issue a report at the close of the session. It can measure the effectiveness of the training and provide a written record of the accuracy of the answers given.

25.   Action mazes / Journey Games . These exercises show the result of poor decisions. They can illustrate more effective means of achieving an objective. They can give opportunities to correct a poor decision (book version) and reinforce learning points. They are a useful way to revise material previously learnt

26.   Blended Learning Most usually this method implies a combination of e- learning and trainer led training.