2015 Planning: Simulation-Based Training

Category: Sales Training

Adults learn new concepts, retain information and apply new skills more effectively when the subject matter is relevant and personally important to them. We also learn better when we can immediately apply new approaches to the real world. It is now widely accepted that most adults learn best by doing. This means practicing new skills in the moment. 

Sticky Learning

It is important to understand how adults learn in order for learning designers to build learning that will drive a lasting change in behaviour – or that will stick – well after the classroom experience. Learning is the transformative state from present thoughts and behaviours to a newly defined desired state. This change of state requires management of both academic materials and an associated support structure to manage that change.

Two main factors that influence the learning process are:

  • The amount of time the learner has been away from the learning process without applying it. In other words: the longer the learner has been away from it, the longer it will take for them to reacquaint themselves with the new skills; and,
  • Motivation

Simulation Based Sales Training

Sales Simulations provide a highly engaging, experiential approach to applying new skills that allow learners to immediately apply new skills or information to their roles. These can drive vast improvements in learner engagement when executed in conjunction with more traditional forms of learning such as classroom or virtual training. 

What does it look like? 

Sales Simulations can be designed to highlight, improve and reinforce a myriad of key selling skills. Typical scenarios include: handling objections in real time, navigating complex buying environments, or applying negotiating techniques to realistic scenarios. The key to a Sales Simulation is creating a highly relevant and realistic scenario where sales people  can practice new techniques they have just learned in the classroom. 

Benefits of Using Simulation Based Sales Training:

  • Simulations challenge sales people to make strategic decisions in the moment, to react to the unexpected, and to work through your entire sales process.
  • Simulations can be designed to create a high degree of task-tension - just like in the real world so that new skills can be accurately “road-tested”
  • Simulations provide an opportunity for leaders and managers to observe and coach behaviour in the moment
  • Simulations provide instant context and feedback to participants 

A Highly Customized Approach That Drives Results.

Every salesperson, even the top performers, acknowledge that there are always unique challenges that make it difficult to achieve success. Sales simulations give them an opportunity to learn, grow and improve their behaviour and most importantly, receive the guidance that they need to address the challenges that matter the most to them. Successful Simulation Based Sales Training must be custom-built to address the specific gaps, challenges and desired outcomes facing an organization. 

Speak with a HORN Sales Solution Consultant for more information on how HORN Sales Simulations can take your sales training programs to the next level in 2015.