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Experiential Training vs Traditional Product Training

Many salespeople dread traditional product training. Create an experiential, sales-friendly product training that really sticks with salespeople beyond the training event. 

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You work with a lot of salespeople who dread traditional product training and when they find out that tomorrow's product training, what they're expecting is, they are going to come into a room and there's going to be a huge workbook about this tall that's probably a future doormat. And they look up at the screen and they discover at the bottom that there are, it looks like 180, 190 slides in this presentation that we're going to march through for the next day, and it kills them. And we help sales and marketing teams flip it and move from traditional to experiential sales conversation training that really sticks with salespeople.

And so I'll give you just a scenario that's real. So we come into a training session, we move through cycles. The facilitator is up front, he's up a topic, shares some best practice. At the tables, individuals do exercises alone, do some work that turns into a group level exercise at the table. Maybe with one other person, maybe two, practicing at a whiteboard, working on a conversation plan together, telling the two-minute story. Then you move to group level debriefing. The whole room sharing insights and best practices facilitated by the facilitator pulling out those ideas so that you're learning from your peers. You're getting great ideas from your colleagues that are real, that are tangible, and that are going to be super practical, and that's why it sticks.

So sales people leave that kind of a session and they remember what they learned because they applied it. They talked about it with their peers. They organized their thinking in the activities around real accounts and real opportunities.

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