How can you manage sales development training online?

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Sales development is a crucial function for any B2B organization that wants to generate qualified leads and grow revenue. However, training sales development representatives (SDRs) can be challenging, especially when they are working remotely or in different locations. How can you manage sales development training online effectively and efficiently? Here are some tips to help you create and deliver a successful online training program for your SDRs.

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Julien Fortuit

Working in partnership with ambitious professionals to achieve three outcomes??Career Breakthroughs…
Elmer Kerr

Retired Business Consultant
Marion O.

Strategic Partnerships | Growth and Expansion | Corporate Partnerships

1 Assess your SDRs' skills and needs

Before you design your online training program, you need to understand the current skills and knowledge gaps of your SDRs, as well as their learning preferences and goals. You can use various tools and methods to assess your SDRs, such as online surveys, quizzes, interviews, role plays, or performance reviews. Based on the results, you can identify the strengths and weaknesses of your SDRs, and tailor your online training content and delivery accordingly.

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Elmer Kerr

Retired Business Consultant
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I don’t recommend online sales training, very much a face-to-face with experts transferring their knowledge and know how to those requiring coaching

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Julien Fortuit

Working in partnership with ambitious professionals to achieve three outcomes??Career Breakthroughs ??Productivity&Creative work Processes??Building a Sustainable& Meaningful Lifestyle | Fellow IoC | Forbes | HBR Advisor
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I do online and face-to-face individual sales coaching. Some prefer online or don t care. Some prefer live. In my experience both worth and good luck to find relevant studies to prove one or the other.

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2 Choose the right online training platform and tools

The next step is to select the best online training platform and tools that suit your budget, objectives, and SDRs' needs. You want to choose a platform that is easy to use, secure, scalable, and compatible with various devices and browsers. You also want to choose tools that enable interactive and engaging online training, such as video conferencing, screen sharing, chat, polls, gamification, or quizzes. Additionally, you want to choose tools that allow you to track and measure your SDRs' progress and performance, such as analytics, dashboards, or feedback forms.

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Julien Fortuit

Working in partnership with ambitious professionals to achieve three outcomes??Career Breakthroughs ??Productivity&Creative work Processes??Building a Sustainable& Meaningful Lifestyle | Fellow IoC | Forbes | HBR Advisor
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I personally don t use personality tests, that are fairly useless for this. I strongly recommend the Gallup test for sales and manager which gives you a very thorough revue of 10 strengths and 24 others... including blind spots

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3 Create and organize your online training content

Once you have your online training platform and tools ready, you can start creating and organizing your online training content. You want to create content that is relevant, practical, and actionable for your SDRs, and that covers the essential skills and knowledge they need to succeed in sales development, such as prospecting, qualifying, cold calling, emailing, social selling, or objection handling. You also want to organize your content into bite-sized and manageable modules or courses, and sequence them logically and coherently.

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Marion O.

Strategic Partnerships | Growth and Expansion | Corporate Partnerships
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While I do not recommend online sales development training, circumstances over the last couple of years have forced us to evolve and change our ways of working. If it is a must that the training is conducted online, ensure that you are thorough in your delivery by applying tools and methods such as quizzes, role plays, online surveys, interviews, or continuous performance reviews.

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4 Deliver and facilitate your online training

The next step is to deliver and facilitate your online training to your SDRs. You want to schedule your online training sessions at convenient and consistent times, and communicate them clearly and effectively to your SDRs. You also want to balance between synchronous and asynchronous online training modes, and use a variety of formats and methods, such as live webinars, recorded videos, podcasts, e-books, or blogs. Moreover, you want to encourage active participation and collaboration among your SDRs, and provide them with regular feedback and coaching.

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Julien Fortuit

Working in partnership with ambitious professionals to achieve three outcomes??Career Breakthroughs ??Productivity&Creative work Processes??Building a Sustainable& Meaningful Lifestyle | Fellow IoC | Forbes | HBR Advisor
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Timing is essential. For me, 50mn is the right amount of time. Enough to really dive deep and not to long to miss important calls...

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5 Evaluate and improve your online training

The final step is to evaluate and improve your online training based on the results and feedback you collect from your SDRs and yourself. You want to review the data and metrics you gathered from your online training platform and tools, and analyze how well your SDRs learned and performed. You also want to solicit feedback from your SDRs and yourself, and identify what worked well and what needs improvement in your online training program. Based on the evaluation, you can make adjustments and enhancements to your online training content, delivery, or platform.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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How can you manage sales development training online?

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3

4

5

6

1 Assess your SDRs' skills and needs

2 Choose the right online training platform and tools

3 Create and organize your online training content

4 Deliver and facilitate your online training

5 Evaluate and improve your online training

6 Here’s what else to consider

Sales Development

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How can you manage sales development training online?

1

2

3

4

5

6

1 Assess your SDRs' skills and needs

2 Choose the right online training platform and tools

3 Create and organize your online training content

4 Deliver and facilitate your online training

5 Evaluate and improve your online training

6 Here’s what else to consider

Sales Development

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