Evaluating An LMS for Sales Reps’ Needs

October 22, 2015

Your sales team needs training, which means you need a way to get it to them. But finding an LMS for sales reps is tough because not every LMS on the market works well for sales teams.

Based on our experience and what we’ve heard from sales organizations big and small, here are six things to consider as you evaluate learning platforms.

Evaluating an LMS for Sales

1. Easy to use

From navigation to the organization of courses and every detail in between, a simple, straightforward experience is a must. With an intuitive platform, reps can access their sales training quickly and get back to selling sooner.

2. Accessible on demand

Reps need to be able to access training, job aids, and sales and marketing content from a variety of places–the car, a client or prospect’s office or store, a Starbucks, and so on. An LMS that’s behind a firewall and only accessible onsite from one location is a roadblock.

A cloud-based platform, however, is not an impediment; it’s accessible where and when a rep needs it.

3. Works on smartphones and tablets

Reps also use their LMS on different devices. As use of mobile tech grows and more organizations implement Bring Your Own Device (BYOD) policies, it’s imperative for a learning management system to work on smartphones and tablets.

4. Learning from other reps

Sales and social learning go hand in hand. Experienced reps have a wealth of knowledge and knowhow new team members can benefit from. For example, seasoned sales reps can share their most successful closing techniques.

Discussion forums and other collaboration tools enable sales teams to share and save best practices that’ll help newer (and future) reps reinforce what they’ve been learning and build their confidence and skills.

Collaboration tools also add to the convenience factor. Reps have the ability to ask and answer questions asynchronously.

5. Fast access to news and updates

Reps have a lot to keep track of—company news, product updates, campaigns and promotions, changes to training, and more. An LMS with built-in communication tools can help reps stay in the know.

6. CRM integration

Reps spend many, many hours in your CRM. Meet them on their turf. By integrating your LMS with your CRM, reps have direct access to their training in a tool they already use.

Plus, with Single Sign-On, reps won’t have to keep track of yet another username-password combo.

The Best LMS for Sales Teams

Ultimately, when it comes to evaluating an LMS for your sales team, the big question is this: will this platform seamlessly integrate into my reps’ workflow? The most valuable learning management system will be the one that provides fast, simple, and convenient access to content, tools, people, and news.


About the Author

Brian Leach As Unboxed's CEO, Brian oversees new business development, partnerships, client engagement, and the strategic direction for Unboxed. He has nearly 30 years of retail industry expertise, serving in multiple roles that focused on improving the customer experience. He loves spending time with his family, cooks like he’s the next Iron Chef, and enjoys a good bike ride whenever he can hit the open road.


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