LMS ≠ Sales Enablement
Jessica Kane
Not your average marketer ?? Pioneering Viral Influencer + Award Winning Ecommerce Founder + NWM Leader Coach | MLM DTC Channel Growth Marketing Strategist
The direct sales industry has a TTV (time-to-value) issue for the field.
The goal of sales enablement is to ensure sellers have the knowledge and skills to optimize interactions with buyers.
For the last 50 years, that was solved through training which evolved into online LMS.
But, please hear me when I say...
An LMS is not the sales enablement solution for the next generation.
First...
What is TTV?
Time to Value (TTV) is an important metric in the modern network marketing company or #DirectSales2.0. TTV impacts customer satisfaction, adoption rates, and retention. Essentially, TTV shows how well you know the preferences and learning style of your new seller.
Here's the mental shift that many veteran sellers are struggling with understanding. Millennial, Gen Z, and Alpha grew up digital and most importantly self-led.
College enrollment has been declining since 2010 [1] But, online learning is exploding.
Why does this matter?
Because, it shows you exactly what people are doing to improve their TTV.
? TLDR (this generation actually invented a term for this issue "too long, didn't read" ??) The next gen of direct sellers will not engage with a traditional LMS because they grew up learning on demand, finding the solution when they needed it. It's LITERALLY TLDR. These are people who build and then learn. I know this because I am one of these people, as is my 16-year-old son.
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How do you enable Millennials, Gen Z, and even Alpha?
Treat your LMS like a search engine and serve up what they need when they need it. The easiest way to do this is to use an app like Geniechat that allows you to add every video, PDF, lesson, and link in an organized, searchable library. And not just that, but searchable in the moment.
Real-world Scenario
New recruit Alex is 32 years old, self-taught, entrepreneur-minded, didn’t go to college, and is excited to sell Alpha Co products.
? 1:00pm - Alex signs up, ready to sell.
? 1:15pm - They need their link to send but can’t remember how to find it. They search their emails from the company, and there are six of them with loads of links and information about the next steps.
? 1:25pm - They go to their back-office, struggle to get signed in but do and is greeted with a million options, none of which have a global search function (think Google).
? 1:26pm (Yes, ONE minute later) - They get annoyed and text their sponsor.
? 1:39pm - The sponsor has to spend time and energy helping Alex answer easy questions, like "Where's my link to share?" and "When do I get paid?"
? 1:40pm - Alex shares their link to their community.
领英推荐
Current Direct Sales TTV = 39 Minutes ??
This scenario is the crux of the problem.
We have obliterated TTV in direct selling.
? +20 Minutes: Now, the sponsor answers these questions so often that they spend more time and energy creating detailed documents and PDFs explaining all of this to their recruits. They know the back-office is a black hole and an excitement killer.
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DS 2.0-world Scenario
New recruit Alex is 32 years old, self-taught, entrepreneur-minded, didn’t go to college, and is excited to sell Alpha Co products.
? 1:00pm - Alex signs up, ready to sell.
? 1:02pm - Alex gets one email which includes 1) their personal link to share and 2) link to download their Geniechat app.
TTV = 2 Minutes ??
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"Learning" = Answers in seconds
Access their Geniechat app and instantly have pre-filled and proven DMOs and a global searchable content library (both resources and scripts). That’s it.
When Alex wants to know something, they open their Geniechat app and search the library with a keyword to find what they need (like Google):
- Zoom link
- Commission FAQ
- eWallet info
- Why Alpha Co
- How to join
- Alpha Co objections
- Shipping & returns
- Launch social posts
- And everything else….
Take every LMS module, Facebook guide, PDF, and list, and make it searchable and bite-sized.
You will have unlocked the secret to retention and activation.
Ready to make the switch with no integrations needed and no contracts?