Debunking 5 Myths About Virtual Sales Training (A 5 Part Series), part 5
Friday, December 4, 2009 at 8:00AM 
Unicorns = Myth, VILT = Real!Myth #5: We need video conferencing as part of our virtual training for it to be effective.
I would contend that while it is nice to put a face with the name for participants and the facilitator, streaming video (aside from technical requirements) can be a distraction for learners. They can end up watching the face instead of the content being presented.
Additionally, lack of video provides more flexibility for the facilitator to manage many aspects of the training behind the scenes (e.g. teach notes, pulling up documents, responding to chats, etc.).
While the face of virtual training will evolve, don’t let some of the common myths and misconceptions that exist in the marketplace today hinder you in developing your own learning or engaging in learning with companies such as Sales Performance International.
To learn more about Solution Selling® Virtual Instructor-Led Training, please visit: www.spisales.com/Virtual-Instructor-Led-Training.aspx
For a downloadable webcast on the benefits of and introduction to VILT, click here: How to Deliver World Class Sales Training with No Travel Costs.
Reader Comments (2)
The sales problem is simple. Most sales people and sales trainers are not aware of the different skill set required when making major sales. There is a huge difference between making that simple sale and making a sale that requires many interviews and meetings.
Most of the old training methods are no longer viable in today’s selling world. It is time all Sales Training people got to understand this. Research done in the late 1970’s have proven this, yet we still keep flogging the age old sales books with the old techniques.
Selling an aircraft has a different skill set than selling the gas to run it!
Steve,
Thank you for responding to our post. I couldn't agree with you more. There are many training companies in our space that rely on techniques and research that is very dated. Now that being said, I would contend that there is one major segment of the research done during that time that still has the most relevance in today's customer-facing solution/consultative selling approach... and that is the understanding of how buyers' buy behaviorally. Human nature has not changed much over the last several decades. What has changed for the buyer is how they buy procedurally and that's where some of the research from the 70s has left some sales training companies with dated content.
I am proud that our company SPI, who owns Solution Selling, continues to update our selling methodologies based on direct feedback and research with our clients and the markets we serve.
Since your response came on our topics related to Virtual Instructor-Led Training, I would make the point that many of the companies in the training space also rely on only delivering training in the traditional ILT method and have not adapted to how some of their market segment learns differently today... which might require eLearning, VILT, just-in-time learning components, etc.
Regards,
James Touchstone