Building a Product Training Template

Building Product Training Template

 

Launching a new product or bringing a new sales team member on-board comes with a level of uncertainty. How will the product be received by your audience? Will a new team member be able to understand and communicate your offerings? Answering those questions is a lot simpler than you may think. In fact, there’s a pretty straightforward solution to both: a product training template.

Following the guidance of Simon Sinek’s popular TED Talk Start With Why, the product training template below aims to get to the passion behind the product first before uncovering the more obvious information surrounding it. By creating a basic product training template like this, you’ll not only have a framework that provides critical context to your team members, you’ll also have a tool that can be reused for future launches and onboardings.

1) Product Training Template Purpose (AKA the Why)

Start by providing the essential information:

  • What is the purpose of the product?
  • Why should anyone care?

2) Product Background (AKA the How)

Build from there on to what your company can offer that others can’t:

  • How does the new product work?
  • How is the new product better than what is offered by your competitors?

3) Product Basics (AKA the What)

Then lay out the big picture:

  • What is the new product?
  • What does the new product do?

It may seem counterintuitive to start with the purpose before outlining the basics behind the product, however working from the unique details to the big picture is exactly the way your sales team should approach their pitches. Clients want to know what makes your product the best option for their needs, and they want to invest in something they believe in. By training your team with a template that provides that information up front, you’re setting the stage for successful client interactions.

With that in mind, let’s explore how to put this product training template into use. Before sharing out with your team, work with leaders to complete each field and the associated questions. Refine responses into a simple, clear text to share out to the team members who will be selling the product.

Then, whether you’re conducting a group product launch or a one-off onboarding, you can walk learners through each section of the template. As you go through, share the thought process that leads to the content and prompt questions that uncover the learner’s own connection to the product and its purpose.

As shared earlier, encourage them to find their own passion and connection to the cause and be prepared to articulate that in client conversations. This is a great opportunity to create a connection with customers with a bit of personalization.

Launching a new product or training on an existing offering can seem daunting. Don’t let it be, using this product training template will help you organize your thoughts and focus on the why behind what it is you’re selling. Looking to take your sales training one step further? Check out ReadySet Sell, our foundational selling skills to help sales reps ramp up faster and ultimately win more deals.

Is Product Recommendation Software Right for You?

Product Recommendation Software

 

Forbes reports that 57% of sales reps missed their quota last year. While that statistic is alarming, the critical question that managers need to ask is why. Why aren’t reps knocking every single sale out of the park? Sales can be an area of high turnover, so maybe they’re not all up to speed, they’re struggling with product positioning, or they aren’t strong at interpreting and identifying the needs of a customer. Sales managers want their reps to hit more home runs – and product recommendation software is a big bat.

If you don’t have great selling aids, it’s time to consider what benefits come with the use of a guided selling tool. It enables new sales reps to get up to speed more quickly, helps reps keep their messaging consistent, and ultimately leads to the right recommendation for your customers. Think of your best salesperson. A guided selling tool basically lets you clone that person and have them in the sales conversation with all of your reps.

Product Recommendation Software, like all tools, is designed to help you achieve what would otherwise be much harder without the assistance – so much so that we’ve seen close rates increase by 40% when product recommendation software has been used.

 

So, What is Product Recommendation Software?

Before considering what to look for, it’s important that you understand exactly what product recommendation software is. In short, it’s a software application that enables reps to deliver excellent sales experiences and recommendations through a conditional, needs-based assessment. With this software’s help, reps are better able to guide customers and generate trust and confidence.

Benefits of guided selling:

  • Onboards reps faster
  • Increases sales productivity
  • Engages buyers with an interactive buying experience
  • Delivers an accurate and highly-personalized buyer experience with real-time leave behinds
  • Replicates and automates what works for top performers

Product recommendation is an art that enables the asking of intelligent questions and then uses customer response to drive recommendations and guided up-sell and cross-sell opportunities. Isn’t that what any customer and sales rep would want?

 

9 Essential Considerations

Now that you see the problem and understand a potential solution, you’re on to something. Here are some considerations for you before adding product recommendation to your toolbox:

 

WHY YOU MIGHT WANT IT WHY YOU MIGHT NOT

SHORTEN TRAINING TIME

Product Recommendation Software allows your reps to get up to speed more quickly because they have a tool to help them and because that tool doubles as a training aid.

INCONSISTENT MESSAGING

If you have a brand-new team still looking to establish itself and figure out what works, you’re messaging might not be consistent enough, yet.

ACCURATE PRODUCT RECOMMENDATIONS

If your reps are using a tool that has the correct information, they’re far less likely to make a wrong recommendation.

DON’T KNOW WHAT WORKS

If you haven’t figured out your “special sauce” yet, it’s difficult to scale what works. It helps to figure out sells within your organization as a foundation before incorporating this software.

BUYER-LED JOURNEY

Potential buyers can interact with the tool and feel ownership of the process – leading them to feel less “sold to” and reducing the chances of an incorrect recommendation.

LACK OF INFRASTRUCTURE

Perhaps you don’t have the infrastructure to capitalize on the rich data insights Product Recommendation Software can provide. If you can’t harness the full functionality of the tool, it might not be worth it for your organization.

CUSTOMER EXPERIENCE

Product Recommendation Software has the ability to delight customers by providing an interactive experience and better recommendations.

REDUCE FOLLOW-UP TIME

You can send follow-up communications immediately either during or after a meeting to keep the pipeline moving and keep your reps selling.

ENGAGE MORE PROSPECTS

With shorter, more precise sales meetings, your reps are more available.

 

Does This Sound Like Something That’s Right for You

We’re not talking about a CRM or refresher training. We’re talking about focusing on your customers, their experience, their trust, and ultimately – their purchase.

If you’re looking for a sales aid that’s consistent, up-to-date, personalized, digital, mobile, and has shown consistent results like 60% increase in YOY sales and 40% increase in rep productivity, then using product recommendation software could be a solution for your company.

Give your customers exactly what they want at the right price—without second-guessing your product recommendations or quotes.

Announcing the Spoke Assessment Builder

Great news! You can now build, configure, and assign a quiz or poll within Spoke LMS. Spoke assessment builder will help you save time creating assessments and lets you track your team’s progress, all in one place.

Let’s have a look.

 

Building an Assessment

Creating assessments in Spoke is a breeze. You don’t have to bother with an external authoring tool or worry about uploading a SCORM file—you can do it all right within the app. First, you’ll enter assessment details like title, description, and duration. You can attach the assessment to an existing course pack or course, and toggle key settings on and off, like learner reviews, coin value, and notifications.

 

 

 

Then, create your questions. You can choose from multiple choice, multiple select, and true/false format depending on your needs. If you’ve already written the questions, you can copy and paste content from another document, or draft questions right in the app. Once your questions are in good shape, choose whether to assign a deadline or track compliance, and you’re good to go.

 

Accounting for Learner Experience

Assessments are easy for learners to access, appearing right alongside courses in a typical course pack. You may instruct learners to complete a course before taking an assessment, or you might create a baseline or pre-assessment for them to take before training. As soon as they complete an assessment, learners see immediate results and are able to identify improvement opportunities. They can also keep track of overall scores and compliance status over time by viewing a report.

 

Team Data

Inside Spoke Reports, you can keep track of your team’s results and drill down to see individual learner data. This empowers you to create coaching opportunities based on each learner’s knowledge and skill gaps.

Spoke’s Assessment Builder makes it easier than ever to create assessments, track progress, and see trends over time.

 

Ready to make assessments more impactful? Request a demo of Spoke or attend an upcoming Spoke webinar.

Unboxed Awarded 2019 Top Workplace

 

Unboxed Training & Technology has been awarded a Top Workplaces 2019 honor by The Richmond Times-Dispatch. The list is based solely on employee feedback gathered through a third-party survey administered by research partner Energage, LLC, a leading provider of technology-based employee engagement tools. The anonymous survey measures several aspects of workplace culture, including alignment, execution, and connection, just to name a few.

 

“Top Workplaces is more than just recognition,” said Doug Claffey, CEO of Energage. “Our research shows organizations that earn the award attract better talent, experience lower turnover, and are better equipped to deliver bottom-line results. Their leaders prioritize and carefully craft a healthy workplace culture that supports employee engagement.”

 

Brian Leach, CEO and Co-Founder of Unboxed noted, “When Dave Romero and I founded Unboxed Technology in 2009, we wanted to create an extraordinary culture to allow our passions to thrive and our dreams to become reality. We did this for all the people who use (or will use) our products and for our team members. Our extraordinary team defines the personality and strength of Unboxed. We’re so honored to be on this journey together and to be awarded as a Top Workplace in Richmond!”

 

 

About Unboxed Training & Technology

 

Headquartered in Richmond, VA., Unboxed is a leading provider of training and technology solutions that help workforces from start-ups to Fortune 50 achieve results like increases in: sales, employee productivity, and speed to competency.

 

Learn why Unboxed’s people and solutions are not only different but make a difference.

Change Management Training for Employees – Embracing the Change

 

Picture this – you’re ready to make a big change in your company. Maybe it’s a change to your benefits or compensation structure, or a big shift in management. But you look around at all of your employees comfortably working and hesitate to upend what is familiar to them.

That hesitancy is understandable. McKinsey estimates that “70% of change programs fail to achieve their goals, largely due to employee resistance and lack of management support.” The good news is there’s a way to reduce the likelihood of your change program failing. That’s where change management training for employees comes in.

 

Preparing Employees for Change

When a big shift happens, wouldn’t it be great to not just prepare employees for change but to create advocates for change. With effective change management training, you’ll be able to ensure your employees understand and are invested in the change at your company. 

You might be wondering how this works. The best change management training contains three main elements:

1.   A Communication Plan – How are you going to communicate an upcoming change to your employees? For big changes, a simple email isn’t going to do the trick. It’s important to think through the change and how best to convey it to employees. This might mean a phased approach, plans for team meetings, and bringing in executives for support. Take time to really evaluate the impact of the change and how to best minimize surprise and difficulties for your employees.

2.   A Leadership Toolkit – Leaders set the mood for your change. Everyone is going to look to them to gauge how to feel. An effective change management training program provides a toolkit for leaders to guide their teams through change. It gives them the resources they need to field questions from their teams, address any pushback from team members, build empathy, and set a positive example for the rest of the organization.

3.   A Strategy to Maintain Productivity – Change can be disruptive, but it doesn’t have to bring everything to a grinding halt. Training should include how to deal with potential distractions and roadblocks as you implement change, that way you don’t lose profits while you work toward change. Maintaining stability in this way can also help your employees feel more secure amidst all of the change.

 

Making Change Management Stick

Training shouldn’t end once the change has been implemented. We all know sustainment training can help training stick by reinforcing lessons learned. But change management sustainment training can look a little different. Here are a few ideas to try to make sure your change works long term.

Use micro-learnings: Once employees have completed their change management training, reinforce what they learned with quick quizzes or mini-eLearning modules that cover key concepts.

Create a support network: Set up a network and encourage team members to meet, discuss the change and any challenges they’ve faced, and work through problems with their leaders.

Check-in with teams: Following the completion of their training, encourage team members to set goals for how they will effectively deal with change. Check-in at 30, 60, and 90 days after the program to ensure they’re working toward their goals.

 

Moving Forward

Instead of fearing change, embrace it with a great plan in place. As John Assaraf once said, “A comfort zone is a beautiful place, but nothing ever grows there.” Grow your company’s potential by making changes that move you in the right direction.

Ready to make a big change but need some support? Check out our change management training for employee options for more details.

Take Your Training Beyond Gamification

 

As gamification has been an increasingly popular training technique to motivate modern learners over the past decade, we’re sure you’ve applied some of these practices to increase engagement and reinforce learning with your employees. But if you haven’t started using actual games in your training yet, you should look to this opportunity as a way to have an even greater impact on your learners.

The enemy of modern training is distraction, and games have been scientifically proven to heighten attention, sustain focus, and drive action. It’s time to go beyond gamification with your training.

You might be asking yourself, “Great, I’m sold on using games in training, but what are the best practices when implementing games into my training programs?” Answer: Games have the most significant effect on learner behavior when used to reinforce and sustain new learning.

This means it’s probably not the best idea to use games to introduce brand new product or compliance information. Here are some best practices questions to consider before jumping into games (pun intended):

  • What skills do you want your learners to gain?

Are you looking for your learners to be able to explain, infer, relate, solve, interpret, or recognize? The type of outcome you want will change which game you should choose.

  • What type of setting will the training take place?

Will your learners be taking a self-paced course where they’ll likely be competing against themselves or will this be used at a live training event with many people playing the game at once?

  • Do you want the game to be collaborative or competitive?

Each group of learners have different preferences. Your sales team might enjoy a competitive game more than a collaborative game, but you need to know your learners and what motivates them.

  • What type of performance objectives are you looking for?

Similar but slightly different than the skills question, when your learners finish their training, what part of their performance should improve? Strategic thinking, knowledge acquisition, or increase in comprehension?

Data has shown that through games, learner engagement increases from a few minutes to an average of 10 minutes of practice. Additionally, through repetition, we’ve seen a knowledge lift of 63% by the third encounter with the reinforcement material.

We’re Game

Before you start asking around the office for a coder, we can help! Unboxed can now create a variety of games for your team. Check out our games page for more information.

 

Game Description When to Use
Jeopardy Traditional Jeopardy format Assess and reinforce hard skills and soft skills
Jump Mobile-style arcade game Memorization of key info turned fun and competitive
Trivia Complete with points, streaks, and leaderboards Transform traditional assessments
Match Mobile-style match-3 game Memorization of key info turned fun and competitive
Scramble Reorder scrambled sentences Test terminology retention
Scenarios Realistic contextual simulations Assess cause and effect decision making
Sort-It Sort answers into correct categories Practice strategic thinking skills
Recall Recall info from a video or image Encourage visual learning and memorization

 

Need more?

Listen to a recording of our webinar, “Beyond Gamification: 3 Secrets on How To Level Up Your Training With Games.”

Beyond gamification

3 Secrets on How to Level Up Your Training with Games

Gamification has become an increasingly popular technique to motivate and engage modern learners over the past few years. But gamification can only motivate a learner but so far. Join us to find out what 3 secrets you can apply to experience growth on learner attention, engagement, and knowledge retention.