Leveraging Data for Impactful Sales Training

10/8/2021

Today, more than ever, we are a digital society. We are constantly connected and doing a substantial portion of our daily activities in the digital space. Many companies are utilizing that digital data to create more personalized experiences and recommendations. Think Netflix, Facebook, and Amazon. When you log into these sites, you are likely getting a different experience from your neighbor solely based on the data that each company collects about your usage and preferences.

So, why wouldn’t we use data to create more personalized sales learning experiences that meet learners’ needs and skill levels? The short answer is that we absolutely SHOULD use data to create better learning solutions. Let’s dive into the longer answer and discuss why data is valuable in the L&D world and how we can utilize it to improve our learning design, specifically for sales training.

WHY SHOULD WE USE DATA TO INFORM LEARNING DESIGN?

Data can be an invaluable resource in designing learning solutions.

It provides key information that helps Sales training teams identify training needs and skill gaps.

Looking at measurements like sales volume or KPI scores can give you a great perspective on where the biggest needs are – at both the team and individual level. Utilizing this kind of data and combining it with things like manager feedback can often deliver the truest representation of exactly where your sales staff stands.

It allows Sales training teams to allocate resources toward Salespeople who will generate the greatest return on investment.

Data can help you identify the biggest opportunity to move the needle. This allows you to focus and better strategize where to concentrate your time and training resources.

It measures the return on investment.

That data that you're using to drive the design of your learning can also be used to measure the effectiveness of the training solutions you implemented. You may have a KPI score that was a big factor in dictating your approach to a training strategy. Revisiting that KPI score after training implementation will give you great visibility into the training outcomes.

WHAT SHOULD YOU THINK ABOUT WHEN USING DATA TO DRIVE BETTER SALES TRAINING?

We’ve covered why you should be using data to inform your training design, but how can you begin to think about how that approach looks?

1. Don't be afraid of the data

Dive into the data no matter what it reveals. Data gives you true insights into exactly where your sales staff is at and allows you to thoughtfully use learning opportunities to support them.

2. Leverage data to maximize training impact and achieve business results

Data can play a key part in helping you tie your sales objectives back to any training goals or objectives and help you reach your desired business outcomes.

3. You don’t need extensive BI resources to offer a data-driven learning experience

Data collection can come in all shapes and sizes. You don’t have to have an experienced data analyst to begin to break down the information that is impactful for your learning design.

4. Use data to improve learning engagement and outcomes

This is where analyzing multiple data points can help you pinpoint what the best learning solution is for your sales staff. Understanding what makes them tick will help get your sales staff invested and engaged in training, which ultimately helps get you closer to achieving your business goals.

Leveraging data to inform and assist in your learning design is one of the best ways to ensure your organization meets its sales goals. Ultimately, letting data guide you in your training design will create a better and more effective learner experience. Ardent has a strong history of helping our clients leverage data to design impactful training. Click here to contact us and learn more about how we can help you develop your strategy for using data to drive your learning solutions.

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