How do you manage sales training disruptions?

Minimizing disruptions in sales training begins with meticulous planning and preparation for various scenarios. Establishing a clear agenda, delineating learning objectives, and defining expected outcomes for the training session lay a solid foundation. Prior to the session, thorough testing of equipment, software, and internet connectivity is essential, with contingency plans in place to address any unforeseen issues. Effective communication with the sales team beforehand is crucial, ensuring they are well-informed and equipped to participate seamlessly. Providing advance notice along with necessary information, materials, and instructions fosters engagement and readiness among participants.

I like to get on training calls early and invite my attendees to be early as well so that we can test our set up with a few minutes to make adjustments as necessary. If everything is working, it gives us a great opportunity to chat with other early birds 1:1. This helps break the ice and make connections to engage them for the rest of the session.

One thing that has worked for me is, to always have a copy of your training presentations and material stored locally on your computer. I also carry an assortment of cables, and connections with me so that I am prepared for all types of situations. "Be Prepared" isn't just the Boy Scout motto, its my trainer motto. Whether its presenting in-person, virtually or demonstration know your product, equipment, and expect things to go wrong.

Everything happens twice- first in the mind, second in reality. Consider doing mental rehearsal on the actualy event and consider what could possibly go wrong. As we may not control everything, it's good to anticipate possible risks involved.

I once delivered training to a government department in Nigeria. They failed to pick us up on time. We started 4 hours late Instead of the 120 delegates, we had just over 200 We ran out of materials There was not enough space The room had an open corridor next to it, so everyone walking past had a good look at us and sometimes just stayed! The power failed The generator which kicked in, was right by the window and sounded like a jet plane taking off. The result? They absolutely loved us - the feedback was amazing and they were so grateful. You will not be judged by things going wrong - you will be judged by how you responded!

Despite meticulous planning, unforeseen sales training disruptions can still arise, often beyond one's control. Challenges like power outages, network failures, or personal emergencies may necessitate swift adaptation and flexibility in training delivery. In such instances, it's essential to remain adaptable and adjust strategies accordingly. Rescheduling, shortening, or modifying sessions may become necessary, alongside exploring alternative communication platforms or methods to engage with the sales team effectively. Demonstrating empathy and understanding towards the challenges faced by the sales team is paramount.

I generally bring a hard copy of my slides in a modified format as a backup. I've had to use them when a projector wouldn't cooperate at a client site. It is always a good idea to have a Plan B when planning a training session - especially when you're not playing on your home field.

Sempre acontece, mas com um planejamento anterior podemos evitar muita dor de cabe?a. Interrup??es também nos mostram qual o nível de engajamento daquele time no treinamento. Sinal de alerta.

When things are bound to happen, stay calm and look for the best alternative solution. What I've learnt is that always be prepared to train and speak without any tech. There was once the projector system was down and I only had flipchart paper and marker pen. It turned out to be one of the best experiences for me and the audience. Be prepared with your material so well, until you could deliver without any use of slides.

Know what you’re talking about. Sales professionals are particularly gifted at spotting BS. Gaslighting a sales professional is not recommended. If you want to engage your sales team, know what you’re talking about. If you’ve only read about sales or have never been effective at it…STOP. Training others isn’t your calling and no ‘technique’ will change this.

Addressing low engagement and participation among the sales team is crucial to prevent sales training disruptions stemming from boredom, distraction, or confusion. The key lies in fostering engagement through interactive and relevant training delivery methods. Furthermore, tailoring the training content and delivery to align with the specific needs, preferences, and goals of the sales team enhances relevance and resonance. Providing clear and constructive feedback serves as a catalyst for improvement and encourages active participation.

Something I have always done is make sure that my slides for the presentation are an outline or a first sentence of a statement. So that the participants are not sat reading my slides, but engaging with me and listening and then participating when I ask a question as to what a scenario might be.

In my experience having a "lunch and learn" could be a sure way to have some of your audience check out. I try to keep an icebreaker, or make some parts of the training interactive to keep the audience engaged. Soliciting feedback, presenting a QR code for a survey, or showing the group our interactive webtools.

Always be strategic in seeding engagement opportunities. Based on my experience, sales professionals are usually distracted with calls and emails during sales training. It's highly essential to set the expectation and boundaries right from the start and consider making the content relevant, practical, fun and engaging for them.

Monitoring and evaluating sales training delivery is essential for identifying and addressing potential disruptions. Utilizing tools and metrics such as attendance, completion rates, satisfaction surveys, retention rates, and performance metrics enables a comprehensive assessment of the training's impact and effectiveness. By leveraging this information, organizations can make informed decisions to improve future training sessions. This involves making necessary adjustments, addressing any identified issues or gaps, and refining the training delivery approach. Continuous improvement based on ongoing evaluation ensures that sales training remains relevant, engaging, and aligned with organizational objectives.

Set the objectives and expectations clear from the start. Make it clear to the audience on the key outcomes and be on the same boat as them. Our role is to support them in order to achieve the outcomes collectively.

Expect to have at least one person that will drive the conversation. It has happened to me, and I try to stay ready. If you see this taking place a good way to share the knowledge is to poll the rest of the group and see what they think. It is OK to not know the answer to every question, but be polite and say "I will find out the answer to that", and promptly follow up.

To manage sales training disruptions or in any meeting, it's crucial to set clear expectations and establish household rules. In my years as trainer I've heard all the excuses in the book - especially the 'client emergency call' is my favorite. Sales training is not for nothng. It is not a 'must do' and if it's so, then don't come. The group dynamic depends on attention and collaboration. We're a group of adults investing time and energy to grow in our profession and personal development - not to mention such trainings don't come cheap. Be present, participate and be thoughtful. Don't act like a group of terriers chasing a squirrel and force the trainer to become Kindergarten Cop.