How a Digital LMS Platform Supports Continuous Sales Enablement

Sales enablement isn’t a one-and-done process. It should be a continuous effort. However, many companies plan only for the beginning of sales enablement and don’t have the plan to educate their sales teams beyond the initial ramp-up time. Sales teams may get one-off training when new products are rolled out or when the company switches to a new type of messaging, but continuing education is not part of the overall plan. This lack of continuous training is a huge disadvantage and hindrance to the success of sales teams. If companies already have systems in place to equip sales teams with initial onboarding training, these systems can also be used for continuous training.

A digital LMS platform supports a continuous sales enablement strategy by providing training that is aligned with the sales team’s needs and accessible no matter their location. Sales team members may need training access while on-site, traveling, or working from home. An LMS platform is not a tool reserved for human resources and learning and development departments alone; it can also be beneficial for the sales team. When companies prioritize sales enablement and implement a plan for continuous training, they can boost the performance of their sales team and set them up for success.

Here are five ways a digital LMS platform can help companies create continuous sales enablement training to effectively equip their teams.

Five Ways An LMS Helps Companies Boost Sales Enablement Training

1. A digital LMS platform enables mobile learning.

Mobile learning is a critical component of an ongoing sales training strategy because sales teams often travel, visit clients, or spend time outside the office. Their jobs require flexibility and adaptability, and they frequently need access to company platforms, systems, and materials when outside the office. With this in mind, a digital LMS platform is critical to the success of continuous sales team training because it ensures that team members can access courses and information whenever they need them. With the ExpertusONE LMS, all training materials are available from the mobile application. Learners can get the same engaging, personalized user experience with the mobile LMS app they get on a desktop or laptop. This mobile functionality ensures that sales teams can access essential resources whenever they need them.

2. Artificial intelligence with an LMS platform enables upskilling and reskilling.

Of course, sales teams are united by the overarching goal of selling the product. However, sales team members may be working in different industries or across different verticals. If companies want their sales teams to be more effective—and leverage continuous sales enablement training to make this happen, they must provide varied learning opportunities. The training courses designed to support sales teams working in the healthcare vertical will not be beneficial to sales teams working with tech companies. Continuous sales training must be personalized if it is going to be effective. An LMS platform enables personalization without any extra administrative time. Through artificial intelligence, the LMS software serves learners with courses tailored to their needs and interests. This way, sales team members can easily find the courses that are meaningful to their work without having to filter through an entire course library.

3. Gamification encourages healthy competition within the sales team.

Sales is a competitive field. Team members work together, yes, but there’s often an incentive to be the best, top-ranking sales team member. Competition is beneficial not just to the sales process but also to continuous training initiatives. With the ExpertusONE enterprise LMS platform, companies can foster a healthy sense of competition among their sales teams by showing leaderboards, assigning badges and awards, and giving recognition to team members who go above and beyond. Companies can configure badges to reflect corporate values and even brand strategy to highlight more clearly the impact of a team member’s investment in training.

LMS gamification is one way to boost training engagement overall because it helps team members learn where they stand in comparison to their peers when it comes to training. For example, if one salesperson notices that someone on the team is taking an abundance of sales strategy courses, he or she will likely be motivated to upskill and reskill to remain competitive. The platform’s leaderboard provides an easy way for managers to identify top-ranking team members and reward them for their hard work.

4. Data-driven insights illuminate the changing needs of sales teams.

Continuous training will not be effective if managers don’t understand the needs of their teams. Managers must understand the challenges that sales teams face and whether or not existing training supports the team as they process challenges. With a digital LMS, managers can leverage LMS reporting and analytics features to better understand training performance. The ExpertusONE platform provides detailed insights about training courses, learner progress, and overall training impact. Managers can run advanced reports in just a few clicks and get both high-level and detailed insights into training effectiveness.

If companies plan to create continuous learning opportunities for sales teams, then managers must constantly assess and reassess existing learning options. Every time a new product is launched, new messaging is crafted, or a new strategy is implemented, sales managers must identify if training is in place to serve the sales team. If not, the strategy should be adjusted, and new courses can be brought in. Data and reports are crucial to the success of a sales training initiative.

5. Compliance training and tracking ensure safety and accuracy.

For highly specialized industries like healthcare and manufacturing, compliance training and tracking are critical to the impact of sales teams. Without proper compliance training, safety is at risk. Even further, in order to sell effectively, sales teams must know the details of the products or services they sell. Compliance training is one part of the larger picture of continuous training. Under this banner, companies must provide detailed, specialized training courses that answer critical questions about the product or service. Companies must also be able to track whether or not team members are taking compliance courses and keeping up with certifications. With the ExpertusONE LMS, managers can easily track and manage compliance requirements and ensure that the entire team follows set industry standards and regulations.

A digital LMS platform supports continuous sales enablement by making training accessible, personalized, and relevant to the sales team’s changing needs. Companies cannot settle for one-off, single-step sales enablement strategies that start and end with ramp-up time. For sales teams to be effective, companies must provide balanced, value-driven training that adds value to every part of the sales journey. With mobile learning capabilities, a digital LMS serves sales teams whether they are traveling, out of the office, or on-site. Learning is more accessible and tailored when companies leverage LMS technology, including AI capacity.

The time has come to invest more in sales enablement and invest beyond the initial ramp-up time. With a digital LMS platform, companies can create continuous sales enablement strategies that make their teams more effective.

Looking to get started but don’t know how? Contact us today for a free demo. We’ll show you how the ExpertusONE LMS serves sales teams worldwide.