Microlearning: The New Model for Training and Motivating Your Sales Team

Digital technology has transformed many aspects of our daily lives. And training has not escaped this major trend. In recent years, we have seen many new training methods emerge: MOOCs, e-learning, video tutorials, etc. Among these new ways of learning, microlearning stands out. It is structured into targeted, short thematic learning sequences (from 30 seconds to 3 minutes) combining different media: text, images, videos, etc.

Why is learning a key challenge for organizations? Continuous training is a real asset for your teams’ performance. Firstly, it strengthens your teams’ expertise and knowledge. It allows them to develop skills in certain key areas for your organization. Furthermore, continuous training gives your teams the feeling of progressing daily, of improving in their work. That’s why it’s also a powerful motivational tool.

How to Approach the Microlearning Strategy?

How does microlearning complement your traditional training efforts? Most ‘digital learning’ courses require a significant investment from the participant, especially in terms of time. It therefore requires unwavering motivation. That’s why, despite the quality of the courses offered, many drop out along the way. On the other hand, in-person training requires organization and time, both for the company and for the learner. Microlearning offers a solution to both these challenges:

• The format is short, offering great flexibility. It’s easy to follow a session during a lunch break or between two appointments. Even the busiest can get in on the action!
• The materials are engaging and fun. They naturally generate greater participant involvement and more motivation to follow the training. For example, the Incenteev solution allows you to create and distribute quizzes in 3 clicks! This gamification is a significant aspect when you want to motivate Generation Y.
• The sessions are short, so they must be highly targeted. This allows participants to more easily assimilate the content of each session.
• Learning is consistent, which helps keep participants in a positive dynamic and promotes better information retention.
• It is easy to implement: your existing training materials can easily be adapted to microlearning, no need to recreate all your content!

What Topics to Choose to Effectively Approach Microlearning?

Microlearning has a fun dimension, but it shouldn’t be a gimmick. It must have real added value for your organization and your teams. To do this, the choice of topics should not be random. To help your teams develop their skills, it’s important to address fundamental topics such as good sales practices: what is the best time to send an email? how to effectively approach a prospect on the first call? how to maintain a healthy sales pipeline? etc.

Microlearning is also an ideal tool to turn your sales representatives into experts, capable of providing consulting services to their clients. Indeed, it allows you to regularly disseminate information about your products and services, and to convey company news and product updates at the right time. This ensures good information flow within your organization.

What about you? Have you implemented a microlearning approach? What feedback and insights have you gained from it?

Want to learn more about microlearning, its benefits for your organization, and best practices for implementing it? Download our white paper How to Create a Highly Motivated Sales Team in the Digital Age?