Sales Enablement Assessments Pave the Path to SDR Success
It’s not easy being a sales development representative (SDR). In fact it’s pretty challenging. SDRs are tasked with making dozens of calls per day to busy, time-crunched executives. They have to quickly convince prospects to invest their onboarding time and attention to overcome challenges they may not even realize they’re facing.
To ensure your content is effective and your SDRs “kit bags” contain the right resources, we recommend conducting periodic sales enablement assessments to identify any gaps and enable your SDRs to:
- Prepare or personalize calling scripts for their target prospects or clients
- Position your company as a trustworthy supplier or service provider worthy of their business
- Confirm the individuals they are connecting with have the budget, authority, need and realistic timeline for the products and services you offer
- Overcome common objections
- Persuade prospects and/or their colleagues to participate in a discovery call with a senior sales rep or a subject matter expert
Before sharing your playbooks, competitive battle cards, or other content assets, it’s critical that you properly validate them. Ensure they are effective, practical, and include future-proof resources for experienced and new-hire SDRs alike.
According to Gartner’s Sales Enablement Framework, sales enablement functions should be:
- Aligned to revenue objectives
- Overcome common objections
Once these elements are in place, it becomes easier to implement a successful sales enablement program. Continuing education coupled with periodic assessments of your sales content are the key to optimal ROI and long-term success.
Four Kinds of Sales Enablement Assessment Strategies
Here are four kinds of sales enablement assessment strategies you can implement to ensure the right technology foundation to support training, coaching, and knowledge sharing.
1. Role-playing exercises
Using a sales training session or scheduled meeting as a safe place to test drive sales enablement content is an effective tactic before adopting it as a sales tool. Role play between colleagues can feel awkward or uncomfortable yet is preferable to experimenting (and possibly failing) with a prospective customer.
Want to alleviate your SDRs’ embarrassment of staging a make-believe sales call in front of their peers? Try having your SDRs call a sales coach, manager, or senior member of the sales team from their desk, using the sales enablement tools you created. SDRs will not only benefit from hearing the analysis and feedback from their calls, but this approach also provides the sales enablement team with good insights into how effective your tools are.
2. Key performance indicator (KPI) analysis
There are many statistics to monitor, measure, and manage in the realms of account and sales development. KPIs can include call quantity, quality, average talk time, lead and opportunity conversion rates, and CRM activity volume to name a handful.If your sales enablement tools are effective, sales reps will see longer talk time, better leads, and more customer interactions overall.
Building a searchable, intuitive content library of best practices, competitive intelligence, FAQs, and other instructional resources can motivate your SDRs and increase their confidence. This newfound confidence outweighs the doubts which discourage SDRs from meeting their productivity objectives.
There are a few ways to incentivize SDRs to leverage your sales enablement content. Consider giving out points to those who use your playbooks or other lead generation tools in customer interactions. You can also introduce the resources to strategic parts of the sales organization at annual kickoff meetings. If SDRs and account executives all use a common sales enablement solution, successful sales reps can continue to make the content part of their ongoing sales process.
3. Evaluate sales enablement tools as part of your sales app stack
Has your business invested in a CRM application like Salesforce.com, collaboration applications like Slack, or messaging tools like Microsoft Outlook or Google Workspace? Make sure your sales enablement content platform can seamlessly integrate with these popular tools to:
- Facilitate conversations between sales and marketing teams with added context
- Offer customer, prospect, strategic and competitive intelligence within a common interface
- Enable SDRs to access timely, personalized resources during a call, or to leverage for after-call follow-up materials
- Accelerate new-hire onboarding by surfacing key insights within the “tools of the trade” like CRM and collaboration tools
- Connect to LinkedIn Sales Navigator as a prospecting resource
- Continue to support the sales team far after onboarding and increase their day-to-day productivity
All businesses have unique workflows across their CRM and communications tools. Sharing enablement content within your sales workflows can be the catalyst to generating better qualified leads and more revenue. If a sales enablement solution meshes well with the tools your SDRs use every day, adoption rates are sure to rise.
4. Keep remote employees engaged
Whether your sales organization has always worked remotely or is new to hybrid work environments, sales enablement content is a great way to make SDRs feel connected. Need to share a new sales process, or notify SDRs of a new custom field or service offering? Embed announcements, video content or other sales empowerment resources in the systems your team uses most.
Video meeting fatigue and email overload can take a toll on us all. By introducing insightful and motivating content to your team through the applications your team uses most, you can increase SDR engagement and connectedness wherever they are.
Do you need to “take the temperature” of your team’s engagement during extended remote working stretches? Send out a survey or motivating messages to your team through your sales enablement platform.
Empower your SDRs for success
Choosing an innovative, value-driven sales enablement platform like Spekit can be a revenue catalyst, a morale enhancer, and a powerful coaching tool for any sales development team. Ongoing sales enablement assessments ensure your new and existing content programs won’t have any strategic or information gaps. To give your SDRs the resources they need to be successful, contact us today for a demo to learn more about Spekit.
Learn how the world’s best companies are driving sales enablement with Spekit today!
What is Sales Enablement and How Do You Define Its Value?
One of the biggest aims of every company or business is to generate and increase revenue through a large profit margin. But closing deals is heavily dependent upon your sales enablement training program and how you define it. Below is an overview to help you learn what is sales enablement, how to train your sales reps and the content training and coaching they should receive.
How sales training leads to success
In today’s digital world, sales effectiveness can be traced back to the applications and sales training provided to sales reps. At its most basic, this is sales enablement. Further, with digital marketing set to grow by 17% this year, combining your sales training with empathetic marketing practices and personalization tactics can lead to positive ROI when implementing new sales tools.
Sales enablement statistics state that around half of company leaders prioritize improving sales funnel efficiency, while three-quarters want to close more deals. To get ahead is less about the reps you hire and more about the training you provide. The sales team must feel empowered and supported to overcome the barriers that often keep them from closing deals.
Sales software tools are helpful but only if they are properly implemented to solve common obstacles such as reaching the right contacts, qualifying leads, and creating targeted sales strategies.
Overcome common obstacles with training software
In order to get ahead and overcome these obstacles, companies must supply their sales organizations with effective training programs. Common solutions often stop after providing guidance on how to use various apps and other training content. The best sales training programs will help your organization define and achieve your desired success through a robust offering.
Today, successful sales enablement programs integrate with all of the applications and tools that reps use daily. This allows teams to ramp up operations faster, improve their performance, and make a positive impact on the bottom line much sooner. Most of all, sales reps are better equipped to succeed through every stage of the sales funnel.
What is the definition of sales enablement?
So, what is sales enablement exactly? Although the sales enablement definition can vary from one organization to another, it exists as a method for businesses to give their sales teams the training they need to engage customers and ultimately close sales.
In other words, sales enablement is how company leaders train their sales reps. Usually, this includes training software that teaches employees how to use sales-oriented apps and provides helpful resources and content such as sales playbooks. The goal of sales enablement is to empower the sales rep to deepen relationships with customers, improve win rates, and increase ROI. With the right training, reps and teams can create their own sales enablement best practices to be used in future organizational onboarding.
The basics of sales enablement
Sales enablement allows an organization to train sales reps and teams quickly while reducing the learning curve as much as possible. It provides insight into customer habits, behaviors, and other valuable metrics that allow reps and account executives to personalize conversations and close deals. Sales enablement also commonly features walkthroughs on how to use various apps and tools, with directions around spreadsheets, databases, enterprise software, and more.
Effective sales enablement provides guidance on how and when to deliver each piece of content and should train teams in content management. Ideally, content management and training alike should take place in a centralized database or platform, with updates being quick and easy to maintain.
Fostering customer relationships is easier when sales enablement programs focus on teaching reps how to use their CRM tools and marketing automation platforms and provide a personalized approach to in-app learning.
Poor training leads to frustrated employees
Training is a critical part of any digital transformation strategy. Without it, even the best-laid plans won’t succeed. After all, it is the people in a company who make a plan work, and improper training often leads to higher turnover, which can cost a company up to six-to-nine months of an employee’s salary. That is why it is so important to choose the right sales enablement solution.
Ineffective training causes frustration for just about everyone involved. Training software that is inadequate or outdated can lead to context switching, slow onboarding, and difficulty communicating process changes to everyone at once.
Thankfully, there are ways to tell if a sales enablement tool will bring true value to a business. The right training platform must go beyond the simple use of apps and playbooks and deeper into the human side of marketing. This means that digital training is most effective when it takes natural human behaviors into consideration as well.
Think of how sales reps and teams interact. Sales conversations are never exactly the same and rely on studying human behaviors to know how to frame a sales conversation. Comprehensive training software takes this into consideration and combines robust data from customer analytics, sales playbooks and marketing tactics to increase revenue to drive sales. In other words, it goes beyond simple walkthroughs for processes and instructions on how to use customer data and marketing tools.
However, no matter how well you train your reps, sales enablement must happen directly in the application, right where reps are working. This allow sales operations to pivot quickly to new opportunities, perform better, and scale up in real time, as needed.
How to achieve true sales enablement
There is more to sales enablement than simply training reps how to use tools and go through processes. Ideally, sales enablement will also educate users on how to automate processes that make them more efficient. Saving time should be the aim of all sales enablement and that applies not only to onboarding, but to process changes and new sales opportunities. However, many sales enablement training platforms miss this mark.
The goal when implementing any enterprise software designed to increase sales is more than just adoption but true sales enablement. The biggest success is achieved when sales teams have adopted a new sales software and use it to do their jobs more effectively.
In addition to a deeper knowledge or understanding of how to access workflows, when teams use training software to increase win rates, access tips for closing deals and uncover new opportunities, then digital enablement is achieved. Those who know the real value of sales enablement software will become a valuable asset in any organization as they are the ones who often oversee sales training and uncover opportunities for increased sales revenue.
Digital sales enablement programs change quickly, so training must keep pace. The best sales enablement solutions surpass flippant trends and are designed to scale as organizations grow. Within the top training tools, the training content itself must be fast and easy to edit. This allows trainers to design effective sales strategies tailored to each department and customer. Editing training documentation is easiest when it’s quickly accessible in a central platform that requires no technical knowledge. With this in place, teams can quickly identify new leads, trends, and opportunities
Where training fits in the sales funnel
Digital transformation is highly dependent upon the success of sales teams and the adoption of digital programs. Reps need guidance, but with the rise of a remote workforce, that guidance needs to happen directly in-app, right where teams work. Sales training should fully integrate with each app and follow that rep through every stage of the sales funnel.
The sales funnel has four basic stages—
- brand awareness
- building a customer relationship
- creating value
- closing a sale
In every stage, training should guide reps through a tailored approach to each potential sales lead. By inserting success metrics directly in-app and constantly reinforcing how to approach each lead, reps will save time by removing the need for context switching.
Change updates are most effective when presented in real time, containing only the necessary info that reps need to perform their best. The right sales enablement platform will present information in small, easy-to-digest, contextual bits to improve retention of learned material. Otherwise, employees can forget up to 75% of all learned material in a short amount of time. This allows an entire team to quickly learn and adapt to small changes.
Such learning is automated and self-guided, which reduces the need for long and expensive training sessions. This coaching-driven approach can follow employees through the apps that they use, with help and reinforcement always present.
Instant change alerts and other smaller training tools combined with content that is easy to create and edit leads to better alignment between sales teams and their documented goals. Enablement teams can work seamlessly with sales operations to further the efforts of closing deals.
Most of all, true sales enablement provides reps and teams with a deeper understanding of their customers and ultimately positions the sales team for wider success. Approximately 94% of business customers want to work with sales teams who have a unique understanding of their company’s issues. Training reps to fully take advantage of advanced customer metrics and live coaching can greatly improve not only relationships but new opportunities for revenue generation.
Making teams more successful
Taking the time to find the right sales enablement strategy can pay off for just about any organization. By finding the right training methods for a sales enablement team to deploy, your digital transformation implementation has a much higher chance of being successful. When the right training platform is chosen and in-app help is available, sales teams can focus more on developing meaningful relationships with customers and sales leads.
Live coaching and training can also help reps choose the right marketing techniques as well. Unlike marketing techniques of the past, which often relied on catalogs and commercials, digital marketing moves much more quickly, and measures immediate buyer trends.
Advanced analytics help managers understand customer and internal rep behavior and how they engage with sales enablement content. This insight allows marketing content creators to tweak or update training materials and sales pitches based on customer behavior and identify any gaps in sales funnel content.
Choosing the right sales enablement software can mean the difference between success and failure. By considering the importance of teamwork, cohesion, and constant reinforcement, company leaders can easily work top-down to make their sales strategy and sales funnel work for them. The right sales enablement platform will also allow for quick, easy changes, faster onboarding, and saved time. To achieve these benefits and learn how to accelerate learning in your organization, contact us today for a demo to learn more about Spekit.
Learn how the world’s best companies are driving sales enablement with Spekit today!
Not all digital adoption platforms are created equal
Digital change is a constant in today’s corporate world, as is the need to learn about and be proficient in new software. Because of this, we see the learning management systems (LMS’s) of old starting to evolve into more robust digital adoption platforms in order to keep up with the pace of change.
Positive digital transformation is vital to how employees and customers interact with a successful company as it grows. Implementing new tools to improve the customer support experience, for example, happens predictably as a company expands. It’s vital to scaling good service. However, the pace of such transformation is making traditional learning platforms less relevant than they were in the past.
This is due to a variety of reasons. Workers have difficulty retaining large chunks of learning material presented in webinars or in-person training. It is also difficult and time-consuming to search a bloated database for specific answers. For company leaders, identifying which skills need work and reinforcing those skills is also difficult.
Digital adoption platforms set out to solve these learning and retention issues by guiding employees through the use of and engagement with new technology. However, due to the rapid pace of industry change and the constant advent of new technology, the definition of a good digital adoption and learning platform also has to change and evolve.
Not every digital adoption platform has flexibility in the way learning is supported, making some more able to meet the needs of employees, trainers and company leaders than others. It’s critical to be able to use the newest learning technology to solve the issues that modern competitive environments face both now and in the future.
What does a digital adoption platform do?
Digital adoption platforms or solutions have the purpose of guiding a company and through digital transformation, which is the use of new technology to meet a company goal. Such a system should be a valuable companion when it comes to rolling out any digital adoption strategy.
This type of software should integrate with the web-based applications that employees are using daily, and should help guide workers through new processes in real time. These platforms also need to handle new user onboarding.
These learning systems should also guide users through training to address any skills gaps that might arise. Ideally, in-app learning management should provide constant reinforcement of learned material as well, and this process should be automatic.
The ability to communicate any company or process changes to all departments with ease should also be included in any digital adoption tool.
Ideally, what goals should it meet?
The learning technology of today must make employees the central part of digital transformation, and not a barrier to it. It must give company leaders a way to adapt quickly to innovation and get ahead of the competition.
Improved employee productivity is another main goal for learning management systems. The right digital adoption platform takes this one step further; greatly reducing or cutting out the fear of change that makes most digital transformations fail. Addressing this fear is important in increasing product and software engagement.
Automated and self-guided learning should be able to onboard and train new hires quickly, cutting down on the dreaded learning curve associated with traditional learning methods.
It should also save time for managers and trainers by consolidating learning material where work is done for quick editing and content creation. Reinforcement of learned material should be just as simple, appearing in the flow of work.
The right learning software must allow company leaders to easily align all departments with the same top level goals. It should allow leaders to take a company through rapid changes and cut down on the time needed to make that digital transformation happen. Leaders must be able to find and address skills gaps quickly, so that they can make full digital adoption a reality.
How are traditional learning platforms falling short?
Unfortunately, many digital adoption platforms and the legacy learning systems they are based on fall short of these goals. This means that most digital transformation strategies aren’t working well. This is because the base of successful transformation is user onboarding and improved user adoption. If a platform cannot properly get users to engage, they will inherently fail.
Despite the issues with context switching, many learning management systems still rely on search databases. Smart searches, though somewhat helpful, often aren’t contextual and lead to employees wasting time because they have to hunt for answers. Workers must often leave the programs in which they’re working to use such databases, cutting down on employee productivity.
This causes a lack of true integration with the various apps and programs that workers use every day. Some learning systems also cannot integrate with more than one or two different apps. Company departments will use more than one or two programs throughout the course of a day, and learning needs to extend to all of them for each process critical to that work group.
For company leaders, the need to communicate changes quickly and easily to an entire company is always present. This can align an entire company to the same goal, but many digital adoption platforms don’t allow for this, leading to meetings and webinars that carry a learning curve and take too much time.
Often, trainers end up creating too many different types of training, such as Powerpoint presentations, databases, wikis, and videos that often create far too much executional overhead to be relevant for long. This can cause trainers to become bogged down as they try to meet the needs of all employees. Training resources typically become hard to update because there are so many of them in different places.
Overall, many traditional LMS’s are simply too large to keep up. They can lead to poor employee and customer experiences. They gain too much momentum and are too big to allow an easy change in direction. This also makes them difficult to scale up or down as change happens.
What functionality is truly required to meet demands in this rapidly changing world?
While the definition of good digital adoption platform software is always changing, one thing is true: These systems need to have the flexibility to keep up with innovation and empower company leaders to be flexible as well. This means less bulk and more power. To drive users into embracing change, often a “less is more” approach is appropriate, as long as the methods used produce better results, which is exactly what we are seeing with the learning of software.
Training and user engagement must happen quickly and be able to both scale for and adapt to change. This “less is more” approach is ideal for that. Successful digital transformation is tied to an organization’s ability to be agile consistently and over the long term.
This fundamental shift in approach comes more easily with lightweight systems, as they can change and pivot with new innovation in less time. Lightweight systems, lacking the baggage that other platforms bring, can focus on the contextual learning that is truly needed by saving time and eliminating frustration inherent in legacy systems.
To clear this baggage, all training needs to be stored, created, and edited in one central tool, but be accessible within the flow of work. Processes, policies, and programs change often, and the need to alter training on the fly is a must. Avoiding a fragmented system with training stored in multiple places can greatly speed up the pace.
With a centralized system, trainers should be able to make the right training with just a few clicks and edits. They should also be able to make fast updates, which populate through the system at once. Walkthroughs should be very fast and easy to set up, without the need for coding.
Such training and reinforcement should go to the employee in real time. This type of training should also allow for instant, hands-on learning and give workers constant reinforcement. Automated learning, once set in motion, can be used to onboard and train new employees. Hints and tips should also be easy to insert into a variety of programs at once, and not just a few.
Without a mountain of outdated and siloed content bogging it down, a good digital adoption solution can easily integrate with many different apps. This includes some goal-oriented programs such as Salesforce. Items such as sales playbooks can be customized for each team and follow sales reps to each app where they work.
Finally, company leaders should have the ability to send out real-time alerts that appear right where employees are working. These alerts should be able to communicate updates, new resources, and new processes.
Less is more: the right digital adoption platform can make all the difference
The great news is that these much-needed traits in learning management are already here, and are further evolving to meet the needs of companies in the digital era. These enterprise applications will help companies succeed, while others will fall short.
The right platform can give company leaders a chance to embrace what is truly needed to make digital transformation a success. With the right training, employees can become the drivers of change, and not a barrier to it. User behavior will help, not hurt, business goals.
When it comes to embracing real change and true digital adoption, less is more. Digital learning should be lightweight, easy, fast and contextual. It should guide users automatically through business processes.
Using the right learning management platform can eliminate the context switching problem by integrating with every app that employees use. This type of on-screen guidance is very powerful. Trainers can create “flows” that appear in-app that walk both seasoned employees and new hires through new processes.
Such learning is automated and self-guided, which reduces the need for long and expensive training sessions. This coaching-driven approach can follow employees through the apps that they use, with help and reinforcement always present.
These “flows” make it very easy to create step by step guides that appear in the workflow. They are very easy to edit without the need for coding knowledge. Better yet, the help presented in this real-time learning can be updated in a centralized digital adoption platform knowledge base that populates through the rest of the system.
This type of training is easy to scale with growth and change due to its lightweight nature. Changes to the centralized knowledge base are quick and easy to make, and those changes can carry across to other in-app learning experiences.
Change alerts and other notifications can now appear directly in-app, catching the attention of an entire company at once. Communicating change is now fast and easy for company leaders and department heads. This capability allows leaders to keep pace with innovation and more easily align teams around the use of new tools so they can beat the competition.
Remove the baggage today
Successful digital adoption and transformation can seem like a lofty goal, and many company leaders have trouble reaching it. However, there are learning systems today that can help meet the goals of change, and often accelerate anticipated success. In that implementation, it’s important to understand that not all solutions are equal and closely match your goals with learning capabilities that will truly empower change.
Ready to start that change? Chat with us today to help find your lightweight, powerful digital adoption and learning solution.
Learn how the world’s best companies are driving digital adoption with Spekit today
Executing a digital adoption plan that succeeds
When it comes to creating and putting a proper digital adoption plan into motion, it’s vital for companies to know exactly what they want, what their goals are, and most of all, how they’re going to meet those goals. Since achieving full digital adoption is a highly sought after goal that often falls short, the way a digital adoption plan is executed can mean the difference between success and failure.
Any good plan has a few parts and several steps. Creating a digital adoption strategy to carry out those plans can seem simple. But when it comes time to roll out the plan, it can be easy for companies to get bogged down wrestling with the technical details. However, any digital adoption strategy can become simple when broken into two sides.
In this case, “simple” means that a plan is straightforward. If a few steps are followed to build a digital adoption plan, and both sides of the plan are addressed at every step, then it becomes easier to achieve true digital adoption. With the right approach and with attention given to what matters, putting forth a digital adoption plan that really works is possible.
The two sides of executing an adoption strategy
All good digital adoption processes have a few main steps in place to streamline them. Company leaders should know, first of all, what their organization truly needs and what its goals are before laying out the rest of a plan. After that, taking a look at company culture is a must, in order to see how its people will handle change. Then, creating teams to train the rest of a company usually comes after that, and at last, training is created and given to a company.
There are two sides to executing such a plan, however.
“Soft skills,” which are “people skills,” are one side of setting a plan into motion, and makeup half of the battle. Employers must be able to communicate well with their workers and department heads when it comes time to adopt new technology. They should be able to handle feedback when it comes to creating and editing the right training, and they need to be able to reinforce learned material. Most importantly, company leaders need to keep all departments aligned to the same goal.
Then, there is the technical side of making any digital adoption plan work. This side includes the creation of training and the execution of that same training. This can include things such as creating walkthroughs, building wikis and search databases, and the production of new training videos. Online courses designed for user onboarding also fall under this side of any digital adoption plan.
Company leaders also must be able to identify skills gaps as training progresses, and address those accordingly. Processes are also likely to change in response to employee feedback, and company leaders must be able to communicate those changes in a short amount of time.
Soft skills are important during times of company change. But the technical side of rolling out the right training can make or break both sides of any digital adoption plan. It can be easy for company leaders and trainers to overthink the technical details while ignoring the larger plan for digital transformation.
The digital adoption detail trap
One major sticking point when it comes to executing adoption plans lies in the technical details. When it comes to creating and delivering training for managers and employees, too much attention to technical details can lead to failure. This is especially true when rolling out training to remote workers or a variety of departments that have different work processes.
Since there are many different digital tools and apps that employees and company leaders use daily, it’s easy for trainers to focus too much on the smaller details of training and not enough on a company’s larger plan. Trainers and leaders might hyper-focus on organizing wikis and search databases or editing training clips or presentations. The details can become confusing as managers try to accommodate many different departments, apps, and locations at once.
This leads to frustration from company leaders to employees. Companies can find themselves not using their soft skills enough to listen to employee feedback when they are so focused on the technical details of digital adoption and enablement. This leads to a poor employee experience when it comes to receiving and retaining new learning material. If one side of the digital adoption plan fails, then the other side is likely to as well.
Getting bogged down in content production and training creation leads to other problems as well. When so much attention is given to details, it is also easy to lose sight of a company’s main goals. Too much focus might be given to one or two departments, which fails to align everyone to the same digital adoption planning.
Technical details can also pose issues when it comes to executing the training that has been created. As training rolls out to various departments, retention of learned material, employee questions, and context switching all become issues. Such issues will take time to resolve as leaders try to reinforce learned material and IT struggles with support tickets. Employees will need to take time in order to find answers as well.
However, company leaders who want to succeed can find a simple solution that can eliminate the complicated process of employee training. This same solution can also help when it comes to the soft skills side of execution.
Simplifying the details
In order to avoid getting stuck in the details of creating and executing the right type of training, company leaders need the right digital adoption solution. The use of lightweight, learning software can eliminate getting stuck on the tedious details of training each department. This frees up company leaders to focus on their soft skills: keeping teams organized, accepting feedback, changing processes, and more.
Such lightweight, contextual learning software, which goes beyond traditional training, allows leaders and trainers to insert training directly into the workflow of employees, and that training will appear in-app, right where employees are working in software applications. It is also easy to edit such real-time training when needed, as change is a frequent thing in the digital era.
Department heads also have the freedom to contribute to and edit training, which is valuable as managers will know best which type of training their employees will need, and when. Each department can easily create and insert contextual training directly in-app, across a variety of apps. This allows each department to make the management of training simple while aligning with the larger goals of their company.
The need for extensive wikis, long webinars, and other tedious training methods can be eliminated in this way. Each department can focus on supplying only the learning needed for their employees to do their jobs well, in easily digestible bites. Company leaders will find that they have more free time to focus on the rest of a digital adoption plan.
Company leaders also have the ability to quickly and easily communicate changes to each department. This means that there is no need to call a time-consuming meeting to make sure every department has received the news. This ability also reduces employee mistakes, questions, and frustration.
Employees will also see benefits from such a simple, flexible approach. The normal resistance that employees feel to change can drop when the right learning tech simplifies training. Managers and trainers will then experience a greatly reduced learning curve, which reduces the need for reinforcement meetings, help tickets, and other details that can take time and energy away from the other parts of the digital adoption strategy.
Pairing soft skills with technology
When company leaders and trainers no longer have to get stuck in the details of training creation and reinforcement, they can focus more on an overall digital adoption plan and the soft skills that are needed to make it work. Lightweight, contextual learning makes what could be a complicated training plan simple, powerful, and flexible. The same tech also allows a company to embrace change quickly and easily reinforce what employees and department heads have learned.
Once a new plan has been created to adopt new technology to the fullest extent, the ease of the right training software can overcome a culture of resistance. Leaders can show employees and departments how easy learning a new process or program can be with training that appears in-app and reinforces learned material.
Company leaders can also give each department some control over the training process while keeping them aligned with the bigger picture. Updates and changes can be added and communicated to everyone at once, cutting the need to get every detail of the training right in what is often a giant game of telephone. This allows leaders to focus on organizing their teams instead of organizing the training itself.
Lastly, the creation of training can be so flexible with such lightweight learning software that leaders can easily take in and use employee feedback about the training process. Given the capabilities of modern digital adoption platforms and learning solutions, each department can play a meaningful role in successful digital transformation.
Setting your digital adoption strategy in motion
In order to succeed in the digital era, it is vital to avoid falling into the detail trap. Such a trap can cause a myopic view of training creation and execution, causing company leaders to lose sight of their greater goals. But with the right contextual learning software and the flexibility it provides, company leaders can free themselves from the trap and focus more on what will make their plans work: the people who make up the organization. To get started, chat with us today.
Learn how the world’s best companies are driving digital adoption with Spekit today
Making your digital adoption strategy succeed with new technology
In today’s business world, a good strategy is needed from the top down to succeed with digital transformations. Without it, meeting business goals can be hit or miss. It’s often not enough to execute well on tactics. Taking a step back and having a plan first is critical.
Strategy and tactics may seem the same, but there are marked differences, particularly when it comes to digital adoption. While strategy is the long-term, big picture of what a company is trying to accomplish, tactics are those smaller actions that make a bigger strategy work.
With digital transformation, strategy should be backed and prioritized by organizational leaders. The moving parts of digital transformation and adoption need to be agreed upon before execution. This includes aligning all departments around changes, creating training that can keep pace with the rapid speed of digital change, and creating partners on the front line to help a company achieve desired digital transformation outcomes.
All of these pieces need to align and stay in agreement with one another for any digital adoption strategy to work. The good news is that the right digital adoption and enablement software can help company leaders develop tactics that will make any digital adoption plan far more likely to succeed.
All good strategies begin at the top
Achieving a state of full technology adoption, and therefore transformation can be a difficult task without a solid strategy in place. Only about one in seven businesses succeeds at this venture.
For a strategy to work for an entire company, the decision to go ahead with digital transformation will need to come from the highest levels of a company or organization. Here, goals are made by business leaders, and they can range anywhere from improved policy compliance to an improved customer experience.
The reason for this is that when digital adoption and enablement come from the top of an organization, a company can align every department and its employees to transformation goals. Sounds simple. But in practice, it’s hard to do. Aligning everyone is vital to using new digital tools to their fullest extent. Several effective tactics exist that can make this happen.
In practice, any sound strategy for digital transformation and adoption will involve changes at some point, and it is vital for everyone to know about these changes at the right time. The right technology can aid greatly with keeping a whole company aligned with the same goals and at the right time.
An obvious key component in digital transformation is training for employees, and frequently training at that. Company leaders can create internal partners and teams for adoption and enablement who not only manage digital training but are able to use the right tools to empower themselves and plan the right type of training for each team.
Leaders can also directly involve managers from a variety of departments. These department heads can quickly learn how to train employees with the right lightweight tools. Better yet, department heads can contribute to the training itself and delegate the creation of training topics to key employees that are keepers of “tribal knowledge.”
When this happens, successful digital transformation is far more likely, and everyone can benefit. Digital transformation as a whole can carry a company to new heights and help it to meet its goals.
Creating and empowering frontline teams
With any good digital transformation strategy, execution teams that carry out adoption and enablement initiatives are a must. These teams can bring change to the rest of a company and are an important part of any well-laid plan. Creating these teams to manage change is also a good long-term strategy to increase agility within a company.
Part of the charter for these teams should be managing departmental training. These frontline teams in charge of training are usually made up of trainers and managers, who tend to be early adopters when it comes to new digital processes, policies, and technology. Early adopters have a vital role in overcoming employee resistance to change.
This makes such frontline teams a very important part of any digital transformation strategy. Empowering them with the right tools and tactics can make or break any plan.
The good news is that lightweight, contextual learning software can help with this. It’s flexible enough to let each team plan the right training content for each department. Instead of using generic training and wikis, frontline teams can insert training directly in-app. They can use a variety of formats to train, including text, video, and audio. They can even insert training into goal-oriented software such as Salesforce.
This type of training can be made specific to a department and its processes, all by using flexible editing tools. Front line teams can also use such lightweight training to take employees on walkthroughs of new technology and processes. Because such training offers constant reinforcement and help to employees, these tactics can help ease the majority of a company into real digital adoption in a short amount of time.
The power to create the right training, fast
Because change and digital transformation are only speeding up in the digital era, another good strategy for embracing change is having the ability to train an entire workforce as change is occurring. Real-time learning is a must, particularly when rolling out ongoing or continual changes that help a company keep pace with its competitors.
This often includes training employees in new, goal-oriented business software which can have a steep learning curve. It is important for business leaders to keep the employee experience in mind when creating training. Will employees engage with the new training and tools without much resistance? Or will they waste time and deal with frustration while looking up answers? Worse yet, do they depend on other employees for answers, dragging down the productivity of an entire team?
A great tactic is to give managers the ability to create and alter team training. This can make frequent training more efficient. Lightweight learning software that is contextual allows managers and trainers to create new training topics for employees extremely quickly. Trainers have the ability to insert training right where it’s needed for real-time learning and reinforcement, without learning complex software or knowing how to code.
This type of lightweight learning solution integrates with a variety of programs that company departments use daily and will allow managers to train even remote employees and onboard new hires in a short amount of time. Regardless of where people are working, trainers and company leaders can point everyone in the same direction.
Pointing all teams in the same direction
When it comes to any digital transformation strategy, the need to communicate changes across an entire company is always there. All teams need to align in the same direction during the adoption process. Otherwise, it will be difficult for any business to meet its goals.
Aligning all teams is one of the most important long-term strategies for any digital transformation. This means having the ability to streamline and communicate important changes across an entire company at once. All teams need to receive this information at the same time, and at the right time.
One tactic that can make this happen is discovery meetings that bring departments together. These types of meetings go into depth about what is required for making major changes. These changes can relate to new sales enablement, new policies, or to improving the customer experience.
Challenges come up for discussion and next steps usually do as well. Typically, these next steps involve training employees in the use of new technology and processes.
Lightweight training software can meet many of the challenges brought up in meetings like this, such as employee resistance to change and the time needed to complete training for an entire organization. The use of this software can lead to those important next steps and help an entire company to come up with, and align around, a plan to make digital transformation successful.
Again, being able to communicate changes to a whole organization at once is an effective tactic made possible by lightweight learning functionality. Such software functionality helps company leaders to communicate changes to every involved department at once.
Such communications, instead of happening through in-person meetings that require time and planning in advance, appear directly in-app while employees are working. These alerts can minimize the need to schedule long meetings and allow company leaders to bring all critical personnel up to speed at once.
Creating an innovative digital transformation strategy today
It may seem overwhelming to come up with a digital transformation strategy that has a good chance of success. However, it can be done. The key to success is aligning all departments to the same goals, having the ability to create effective training quickly, and empowering training and management teams with the right tools.
Digital adoption and enablement software, which includes lightweight learning capabilities, can give a company the ability to do all of these things easily. It can also make any current strategy or plan be more effective. Chat with us today to discuss your plans.
Learn how the world’s best companies are driving digital adoption with Spekit today
Digital Adoption Challenges Everyone Should Address
Digital adoption, which includes the use of new technology to improve a business, is a common term in today’s corporate world. Everyone knows that digital technology has become vital to streamlining processes, improving customer relations, creating additional revenue, and much more.
It is no wonder that business models are focusing more and more on technology in order to embrace change and get ahead of the competition. Changes in how businesses run are happening faster and faster. These range from how businesses interact with customers to how remote work is organized and managed. Central to these changes and new goals is technology and digital adoption.
With digital adoption comes training and new company goals. The traditional training methods of the past often don’t meet the needs of businesses today as they don’t do a great job of helping employees retain knowledge or keep pace with the rate of change. New digital tools are needed in order to train new workers and bring a company up to speed on process changes, which happen faster and faster all the time.
But all digital adoption has its challenges, as company leaders know. Some of these challenges are more obvious than others, but all of these pieces must be met together and align with a company’s goals for such transformation to succeed. Only then can digital adoption reach its full potential and bring an entire business planned benefits.
Many companies miss the hidden challenges while focusing on the more straightforward ones, but once they are all addressed with the right tools, success is within reach.
The reasons for digital adoption
Many companies, no matter which industry they serve, are now using technology to learn from their customers and improve customer service. Others have used a digital adoption strategy to move their workforces to remote work in order to save on travel and training costs even before the pandemic. Still, others have embraced goal-oriented tools such as Salesforce with the hope of supercharging sales and increasing profits.
No matter what a company’s goals are, technology and changes will be needed to achieve them. Digital adoption is needed whether a company has taken a customer-centric approach, switched to remote work, or both. It’s also often needed to comply with new policies and to make some processes more efficient. However, no technology investment comes without challenges, and the least of those is often the upfront cost.
Well-know hurdles to digital adoption
Company leaders know that the most common hurdles to true digital adoption—the act of using new technology to its full potential—are the need for frequent training, fast onboarding, and the time necessary for that training.
Training has always been the most obvious hurdle to full digital adoption of any new tool. Learning curves always come with tools for a variety of reasons, ranging from limited knowledge retention to the fear of change among most workers. This is true when it comes to onboarding new hires, closing skills gaps for current employees, or training a company in a new process or policy.
What makes the need for constant training one of the most common digital adoption challenges is the fact that it takes time, and often a lot of it. Because workers have difficulty retaining big chunks of information at once, training sessions often have to be spaced apart. This means that when using traditional training methods, company leaders will need to take more time than necessary to bring a company up to speed.
Because innovation and digital tech are always advancing, taking more time than necessary to train workers in new processes and policies can cause a company to lose its competitive edge. Switching away from legacy systems also can cause steep learning curves and worker discomfort, which can only add to the time needed for full digital adoption.
An often missed challenge
Almost everyone focuses on learning curves and training time when thinking about the challenges that come with digital adoption. But many trainers and managers miss another equally important challenge that must also be met: real-time reinforcement.
Reinforcement means that trainers and managers simply help instill the knowledge that employees have learned. This has often been through meetings, emails, answering questions, and help tickets.
Often, reinforcement also involves exiting a program or app to find a how-to answer elsewhere, such as in a wiki or help database. It may mean emailing a trainer or manager for an answer and waiting to hear back. Context switching such as this will mean lost time and employee frustration, as well as lost profits. It is this time component that makes reinforcement such a challenge.
Making this problem worse is the fact that many companies are switching to remote work. In fact, around 80% of company leaders say they’re going to let a good portion of their employees begin working from home at least some of the time.
On top of this, company leaders must also update processes and policies quite often, due to changing laws, technology, and the competitive landscape. This means that changes need to be communicated to an entire team and sometimes the company at once. Traditionally, this means meetings, webinars, and emails, which often aren’t seen right away.
How well trainers meet these challenges can determine whether digital transformation succeeds or fails. In order to succeed, learning and reinforcement must be effective and must align with a company’s goals. However, a key to success exists. And that key is making both learning and reinforcement happen in real-time.
All challenges must be met or the tower crumbles
When it comes to learning new digital tools and connecting to customers in new ways, time has always been part of the process. This is true whether a company has embraced a goal-oriented enablement tool such as Salesforce or switched to remote work. But change now occurs faster than it ever did before, and now company leaders must train and reinforce learning in real-time to beat the competition.
As a result, companies must train faster and faster in order to stay competitive. On top of this, leaders must also focus on meeting company goals and customer expectations as they meet the challenges that constant training brings. A long-term learning strategy is needed to do this, and this strategy will determine whether any new technology is worth the investment.
Companies can increase their value by up to 21% by embracing all challenges to digital adoption and meeting its goals. If some hurdles to full digital adoption are ignored, then digital transformation can fail, and companies will also fall short of their goals.
Aligning all the pieces
Lightweight, contextual learning platforms can meet the growing need for constant training and reinforcement. They can also help companies meet sales, customer service, and compliance goals.
Such learning software focuses on deeper learning and aids greatly in successful digital adoption and transformation. The good news is that this type of learning is also immediate, appearing directly in applications and programs that are often used for the work process. Trainers are able to insert training right into the flow of work so that employees don’t have to leave their workflow to seek answers to specific questions they may have. Eliminating this type of context switching saves time and boosts productivity.
Such a tool also provides the frequent training needed in today’s changing world and in real-time, eliminating the days, weeks, and months often wasted on the dreaded learning curve. Lightweight, contextual learning software also provides helpful information and specific training in small doses, so that all employees are more willing to embrace change.
This type of training can integrate with many different apps and programs, such as Salesforce, that normally have a steep learning curve. If a company’s digital transformation process involves changes to customer service or compliance, such software can help a business meet these goals.
Lightweight, contextual training software can meet the need for constant reinforcement of learned material. It can also handle frequent changes to work processes and policies if configured correctly. The good news is that this type of learning program can meet both of these often overlooked needs.
Instead of calling long meetings and sending emails, trainers and leaders can now use these tools to communicate process changes to an entire company at once. These messages, like the training, appear right in every employee’s workflow and get attention right away. Trainers can easily insert new and contextual training on the go as well. This allows for the rapid change needed to meet business goals in a digital world.
Despite so many changes happening so quickly, learning for workers is still instant. Reinforcement to the new learning material appears in-app, greatly reducing the learning curve.
With lightweight learning tools, it is possible to embrace change and meet company goals at the fast pace needed in today’s world.
Tackling your digital adoption challenges today
Meeting company goals in the age of digital transformation is much more likely to happen if every challenge to full digital adoption is met. To succeed, a company must have a plan to tackle all challenges to adoption as they relate to meeting company goals. Lightweight, contextual learning is an excellent way to align the learning process with new goals, and it can do so at the pace needed to compete in today’s modern competitive environments. If you’re ready to tackle the challenges of digital adoption, chat with us today.