RAIN Group Sales Blog

Your source for sales advice, tips, research, and insights to unleash sales potential.
Virtual Training Won't Work Here
Virtual Training Won't Work Here

In a meeting with a top sales officer at a large company just before Coronavirus, we were discussing virtual training. He said, “I’m just not into virtual training.”

I asked, “Why’s that?”

He responded, “It can be really challenging, from a seller’s perspective, to make it relevant in their world. Having them sit in front of a computer screen with content fed at them isn't a dynamic learning experience. I don’t see our sellers doing that or getting anything out of it.”

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Virtual Training Best Practices: How to Get and Keep Attention and Engagement
Virtual Training Best Practices: How to Get and Keep Attention and Engagement

Engagement Threshold (noun): The point at which attention is captured and maintained, and below which is lost.

We teach the concept of the engagement threshold to sellers that need to hold buyers’ attention in virtual sales meetings.

When we teach it to sellers, we need to gain and keep their attention.

It’s never been easy, but in a virtual environment, it’s significantly more difficult.

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How to Choose the Right VILT Platform
How to Choose the Right VILT Platform

We’re asked all the time about which platform for use for virtual instructor-led training (VILT). With all of the choices out there—Zoom, Adobe Connect, Microsoft Teams, Cisco Webex, GoToWebinar, On24, etc.—which one is best?

Like any good consultant, my answer to this question is, “It depends.”

There isn't a straightforward answer because different platforms excel at different things. At RAIN Group, we’re platform agnostic and don't promote one platform over another. We partner with our clients to determine which platform is right for them and what they're looking to do.

There are, however, three key considerations for platform selection.

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Virtual and In-Person Training Are Different in These 6 Ways
Virtual and In-Person Training Are Different in These 6 Ways

Ask the question, “What needs to happen at your company for successful virtual training now that sellers are working remote?” and you’re likely to get answers like this:

  • Facilitators need to engage participants
  • Content needs to be relevant to the buyers and scenarios sellers face
  • Sellers need to practice the new skills
  • Training needs to be dynamic and interactive

It's a nice list, but not unique to virtual instructor-led training (vILT).

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