Sales is your business’s heartbeat. But how healthy is that heartbeat, and what can you do to keep it strong?
Today’s buyers are savvy, with expectations that outpace most sales enablement training practices. There’s a dire need for sales enablement training programs that equip sales teams with the skills and knowledge they need to connect, engage, and convert these buyers.
Quick fact checks:
- Since 2020, the average quota achievement rate for companies has consistently been under 30%.
- Only 32% of B2B buyers think sales reps go above and beyond to impress the buyer.
- 44% of millennial buyers would rather avoid interacting with a seller at all during the purchase process.
- Recent research indicates a gap in how sales teams adopt and effectively use sales enablement technologies.
The pandemic certainly contributed to the downward course by exacerbating existing challenges, but there’s a bigger issue at hand. Too often, salespeople are flying blind. They lack the resources, ongoing support, and insights from data that could transform their performance. This disconnect leads to missed opportunities and disappointing results.
So, what does this mean? Effective sales enablement training is your team’s best bet for closing the skills gap and surpassing quotas.
Here’s your cheat sheet for sparking real growth in your sales squad.
What Is Sales Enablement Training?
Think of sales enablement training as the ultimate toolkit for your sales team. It’s about giving them the resources and support mechanisms they need to crush it—precisely at the moment of need. This means providing tailored training, access to the right tools, and personalized learning paths for each stage of the sales process.
When reps really understand customer pain points, they find the right solutions. That means more deals closed and a bigger boost to your bottom line.
But not every rep starts in the same place. Some have a natural talent for closing deals, while others have to work a bit harder to develop the sales skills they need. And, of course, not everyone learns the same way, either.
Effective sales enablement understands this and delivers a range of experiences for your team. This includes opportunities to observe real-world examples, learn with and from peers, and practice techniques in a way that’s both engaging and tailored to their individual needs.
Why Traditional Corporate Sales Training Methods Fall Short
Picture this: a stuffy conference room, a bored sales team, and a presentation that could’ve been an email. That’s the old-school company sales training experience for many companies. While there’s always a place for some instructor led training (ILT), relying on that alone just doesn’t cut it anymore.
Here’s why:
- High costs: Venue, travel, equipment… it adds up quickly.
- Time drain: Training sessions take reps away from their actual jobs.
- Limited reach: It’s tough to train a large sales force in person all at once.
- Inconsistent delivery: Keeping training identical between sessions is almost impossible.
It’s time for a training approach that’s as dynamic as the modern learner—with “anytime, anywhere” content that fits their busy schedule and actually keeps them engaged.
The Need for a Blended Sales Training Approach
Research indicates that most training leaders see multi-modal learning as essential for successful training. That’s why blended learning is such an excellent solution for sales enablement. It mixes and matches methods—online modules for the readers, interactive sessions for the talkers, and real scenarios for the doers.
But this mix isn’t just about variety. Research shows that combining different learning activities makes a huge difference in information retention for anyone, regardless of their learning preferences. Ideally, this also includes interaction and feedback—think discussions, group projects, video calls, and maybe even a learner forum for sharing ideas.
Then there’s the issue of individual pace. In blended learning environments, learners control how fast or slow they go through the material. The self-paced model also allows them to adjust the time commitment based on their workload or level of understanding. No more feeling overwhelmed or falling behind due to inflexible training schedules.
And, let’s not forget the bottom line—costs. Blended learning is kind to your budget, trimming down on those hefty travel and training expenses. It also empowers you to scale your training programs seamlessly, reaching global teams without logistical nightmares.
Even better, the right sales training platform allows you to build collaborative learning experiences that drive meaningful engagement without breaking the bank. Talk about a win-win!
Case Study: Microsoft Revolutionized Global Company Sales Training with Cohort-Based Learning
Microsoft needed to swiftly adapt its global salesforce to a mobile-first, cloud-first strategy. This shift demanded a new approach to training—one that could reach its 15,000-strong team faster than the years traditional methods would take.
The Challenge
Transitioning from IT manager sales to business decision-maker engagements required a radical change in strategy. Traditional training methods were too slow, posing a challenge in an era defined by rapid evolution.
Sales Training Solution
Microsoft partnered with Intrepid and global business schools INSEAD and Wharton and launched a 3-course “Business School” series. This innovative program was designed for busy schedules, requiring just three hours weekly from participants, with content accessible anytime but structured to keep pace with cohorts.
The Results
The training program’s success was immediate, with a significant impact on business outcomes. A survey of just 177 participants linked the training directly to over $50M in deal revenue, estimating the program’s first-year impact at around $1.4B.
Key achievements included high readiness scores, the creation of thousands of customer account plans, notable deal wins, an 80% pass rate, and high ongoing enrollment.
Moreover, 90% of learners proudly displayed their digital badges on LinkedIn, with net satisfaction ratings at nearly 100%.
Interested in a deeper exploration? Download the full case study here.
6 Sales Enablement Best Practices: Building Engaging Programs
So, what are some proven sales training ideas and tips that organizations can implement to enable and engage sales teams? Let’s explore some best practices for creating a successful sales enablement training program.
1. Integrate Real-World Scenarios to Enhance Sales Techniques
Want your sales team to really connect with customers? Nothing beats hands-on practice with real-world application.
Give them challenges mirroring what they’ll encounter on the job—crafting buyer-focused messaging, handling difficult objections, or mapping out a customer’s pain points. This type of realistic practice builds the confidence and critical thinking skills they need to succeed.
2. Use Collaborative Projects for Team-based Learning
Sales and enablement training shouldn’t be a solo activity! Team projects are a powerhouse for building skills and camaraderie. Have reps collaborate to map a customer’s value chain, practice pitches with peer feedback, or share successful approaches for peer review. Learning from others strengthens individual skills and fosters a sense of community.
Want to see these strategies in action for a sales kickoff? Watch this webinar replay and find out how to unlock year-round sales success.
3. Improve Skill Retention with Spaced Repetition Techniques
If you’re wondering how to lock sales training deep into your team’s memory, spaced repetition might just be the key.
Imagine it like building muscle—a few short workouts over time are way more effective than cramming in one long session. By revisiting key sales concepts regularly, sales reps move that knowledge into long-term memory, ready to use at a moment’s notice.
This learning technique saves reps time and boosts confidence! They won’t waste effort on stuff they already know, and they’ll be ready to answer those customer questions without hesitation.
4. Maximize Engagement Through Gamification and Leaderboards
Another practice to consider for increasing engagement: turn learning into a friendly competition. Tap into your sales reps’ competitive spirit with points-based challenges or achievement badges. This adds an element of fun, helps track progress, and elevates those completion rates.
Let’s talk about how to integrate eLearning gamification into your sales enablement strategy. Here are a few things to consider:
- Points or Badges? Points are great for clear-cut goals, while badges shine when showcasing specific skills or knowledge gained.
- Know Your Audience: Are your reps highly competitive? Understanding their motivators is crucial for picking the right approach.
5. Validate Applied Skills in Real Time With Video Assessments
Take your corporate sales training programs beyond multiple-choice quizzes. With AI-powered video assessments, learners record themselves applying the skills they’ve learned. This eliminates guesswork and shows you exactly what they can do.
Is their product demo smooth? Does their sales-objection handling sound natural? Video assessments foster deeper understanding and let reps practice in a low-pressure, safe environment for maximum confidence.
6. Use the Power of Peer Feedback and Social Learning
Social learning theory teaches us that people learn best through interactions with others. This includes receiving feedback and observing others’ behavior.
There are many ways to integrate this principle into your sales training program. For example, you can set up peer-to-peer mentorship sessions, encourage reps to provide constructive feedback on each other’s work, or facilitate knowledge-sharing discussions.
These kinds of interactions build confidence, foster a collaborative environment, and create a stronger culture of continuous learning.
Key Takeaways and How To Get Started
Sales enablement gives reps the sales training tools and knowledge they need to excel. Focus your program on your unique challenges and build in a variety of interactive, engaging learning experiences.
Starting is simpler than you might think. Here’s how:
- Identify What Your Sellers Need: Start with what’s holding your team back. Talk to reps, dig into the data, and zero in on those skill gaps. Is it prospecting? Closing? Tailor your training to address these areas directly.
- Choose the Right Sales Training Platform: Opt for a platform that accommodates different learning styles and paces. It should be flexible, accessible, scalable, and interactive, with a strong focus on active engagement, practice, and application.
- Secure Stakeholder Buy-In: Sales enablement works best when everyone’s onboard. Share the benefits of sales enablement early and often to keep momentum high. Focus on potential ROI, improved sales metrics, and enhanced team morale.
- Make Business Sales Training Fun and Interactive: Use real-world scenarios, gamification, and collaborative projects to keep your sales team engaged and motivated. It’s also a great way to foster friendly competition and encourage lifelong learning.
- Monitor Progress and Tweak Your Strategy: What is measured can be improved. Keep an eye on training outcomes and adjust your sales enablement goals and strategy as needed. The best programs are agile, so don’t be afraid to experiment and make changes based on what you learn.
At Intrepid, we understand the challenges of training a modern workforce. That’s why we created a collaborative learning platform designed to boost skills, engagement, and business results. Our flexible platform helps your sales team practice techniques, get feedback, and close deals faster.
Interested? Let’s chat about how Intrepid can supercharge your sales enablement efforts.
Frequently Asked Questions About Sales Enablement Training
What is sales enablement training?
Sales enablement training equips sales teams with the skills, tools, and resources needed to engage buyers and close deals effectively. It includes real-world scenarios, peer collaboration, and just-in-time learning to support sales performance.
What is the difference between sales enablement and sales training?
Sales training focuses on teaching sales techniques through structured programs. Sales enablement is ongoing support that provides training, tools, and real-time resources to help sales reps apply their skills in live selling situations.
What is the difference between LMS and sales enablement?
An LMS (Learning Management System) delivers and tracks structured training content. Sales enablement platforms go further by offering interactive learning, real-time practice, and sales tools to help reps apply skills in live selling scenarios.
What is the best training for a salesperson?
The best sales training combines blended learning, including real-world practice, peer collaboration, spaced repetition, and gamification to reinforce skills and improve sales performance.
What is one way to make sales enablement effective?
Integrating real-world scenarios and role-playing helps sales reps apply skills in context, improving retention and performance in actual sales conversations.
What are sales enablement training best practices?
Sales enablement training best practices and ideas include:
- Use real-world scenarios for hands-on learning
- Incorporate peer collaboration and feedback
- Reinforce skills with spaced repetition
- Drive engagement with gamification
- Assess skills with AI-driven video assessments and role-playing
