As published via ATD.org, in this blog, we discuss the advantages of incorporating multi-branching scenarios in your eLearning Sales Training.
I loved pick-a-path adventure books as a child; I’m sure you did too. Why? Because I was in control of my reality and the outcomes. Adding multi-branching scenarios (MBS) to your eLearning allows you to add this experience to your sales training making it memorable, engaging, and even fun.
At PulseLearning, we have seen how multi-branching scenarios are a powerful delivery method for sales training as real-life customer interactions can be simulated. In an MBS, learners are presented with decision points where they can choose several options, each leading to a unique outcome – usually positive, neutral, or negative. If a less-favorable response is selected, learners can be given the chance to recover the situation, just as you would in real life in front of a customer.
Without further ado, let’s check out what a little MBS magic can do for your eLearning sales training.
1. Keep it real
MBS allows learning to focus on context and content. Relevant and specific skills and knowledge can be presented in the context of a learner’s daily role and tasks, so rather than remain theoretical, learning can instantly be put into practice. An added bonus: learner-centric training that focuses on situational context can yield greater Return On Investment.
2. Bring the customer into the equation
Traditional sales training can remain conceptual until learners are back on the job and by then, key learning can be forgotten. MBS brings the customer in at the training stage to ensure learners consider their point of view. This means learners create strong links between content and its practical application strengthening knowledge retention.
3. Form strong links to performance goals
Training should always be tied to real performance improvements. Through determining performance outcomes and links to KPIs, you can identify what constitutes post-training learner success. This also offers a means to measure the impact and success of the training. Information alone doesn’t change behavior – it’s about making it accessible and relatable, and that’s exactly what MBS makes possible.
4. Empower learners
We’re human; we like to be in control. MBS puts your learners in the driving seat, carving their own learning pathway. Learning theory states that adult learners prefer problem-based learning where they call the shots.
5. Content alignment opportunities
Using multi-branching scenarios, you can also align your content with a sales scenario. Let’s say a learner is going off course in a sales consultation scenario due to misinterpreting the customer’s needs. At this point, a content pop-up could discuss successfully identifying customer needs.
There’s no experience like taking the practical – it’s exciting that MBS makes this possible in eLearning. MBS not only increases learner engagement and motivation; it acknowledges that learning is not simply a process of information transfer and content that lacks context is easily forgotten. So why not allow multi-branching scenarios make your eLearning memorable?