How do you customize technical training for different sales roles and scenarios?

2 Align the content and format

Once you have defined the technical training objectives and outcomes, you need to align the content and format of your technical training to match them. The content should cover the key technical information and concepts that your sales reps need to know and apply in their sales roles and scenarios. The format should suit the learning preferences and styles of your sales reps, as well as the delivery methods and tools available. For example, you can use e-learning modules, videos, podcasts, webinars, or manuals for self-paced learning; workshops, simulations, role-plays, or coaching sessions for instructor-led or peer-to-peer learning; or quizzes, tests, assignments, or certifications for assessment and feedback. You can also mix and match different content and format options to create a blended learning approach that maximizes engagement and retention.

3 Customize the examples and scenarios

Another way to customize your technical training for different sales roles and scenarios is to use relevant and realistic examples and scenarios that reflect the situations and challenges that your sales reps encounter in their daily work. Examples and scenarios can help your sales reps relate to the technical content, apply it to their own context, and practice their skills in a safe environment. You can use case studies, customer stories, testimonials, or success stories to illustrate the benefits and value of your products or services from a technical perspective. You can also use scenarios that simulate common sales situations, such as qualifying leads, handling objections, overcoming competitors, or closing deals, and ask your sales reps to demonstrate their technical knowledge and skills in those scenarios.

4 Adapt the level and pace

Finally, you need to adapt the level and pace of your technical training to suit the different levels of technical expertise and experience of your sales reps. Not all sales reps have the same background, interest, or confidence in technical topics. Some may need more basic or foundational training, while others may need more advanced or specialized training. Some may learn faster or slower than others, depending on their prior knowledge, motivation, or learning style. To adapt the level and pace of your technical training, you can use different strategies, such as pre-training assessments, self-selection, branching, scaffolding, or differentiation. These strategies can help you tailor your technical training to the individual needs and goals of your sales reps, as well as provide them with appropriate support and challenge.

5 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?