Here’s Why You Need to Make Sales Tool Training Habitual

Sales Tools

iPad Sales Training is huge part of our job here with FatStax. I’ve trained sales people on 4 continents, in huge auditoriums, and over GoToMeeting. This means I talk to a lot of sales executives—VP types, decision makers, bottom-line thinkers. In general, This is the person who says “yes” or “no” to whatever sales tools your company employs like the iPad and FatStax.

There’s little doubt that iPads and iPad Apps are sales tools that require a learning curve. iPad training is a no-brainer for our customers, so we include it. Plus, it’s fun too. We weave in team building, get them to fawn over the new sales tool and learn exactly how to use FatStax and the iPad to engage customers and sell stuff.

And then, sadly for a few companies the training ends.

It doesn’t matter if it was a one-hour training or a one-week training. It doesn’t matter if it was onsite or off site. It doesn’t matter if the trainer was uber dynamic or flat as a pancake. One-and-done sales training for an everyday sales tool like the iPad won’t stick.

“Successful people are simply those with successful habits.” – Brian Tracy

Sales tools have the potential to catapult our success, if we use them. Face it: a new sales tool basically requires forming new habits.

New, successful habits.

Would you even dream of making sales calls without a car? Your car is a sales tool and you are in the habit of using it every day. What else is in your sales toolbox? Are they successful habits?

“Participants in sales training forget half of what is taught within 5 weeks.” – Sales Performance International

Like habits that get reinforced day after day, training on the iPad must be reinforced—week after week. You don’t have the time to sit in more training classes, so how else can you turn sales tools into new, successful habits? In other words: what does a comprehensive iPad sales tool training plan look like?

  1. Plan ahead. Before rolling out the iPad and have a long-term reinforcement plan ready.
  2. Follow up on iPad implementation. Don’t talk a big game and then drop the ball.
  3. Provide support. Frustrations could lead to abandonment of a new sales tool. Make sure support is available for technical issues or other concerns.
  4. Empower (and train) sales managers as coaches who help salespeople achieve their goals.
  5. Take it to the field. Different issues may arise in real-life situations versus iPad sales tool training in a classroom.
  6. Set performance goals that can be measured or achieved with the iPad.
  7. Make follow-up training available. Everyone learns differently and at his/her own pace.
  8. Talk about best practices during your sales team meetings.
  9. Supplement coaching with self-directed learning.
  10. Reward Success!

These are just a few suggestions that I’ve seen effective organizations use when rolling out the iPad as a new sales tool.

Share in the comments about training strategies that have helped you form successful habits or get the team using their iPads.

About J. Rusty Bishop, PhD

I've spent the last 5 years helping great brands create amazing experiences for their sales teams during one on one sales interactions. Helping sales people do their job is my passion. When I'm not working, I am on the ocean fishing in San Diego, Ca.