Virtual value soars for sales-related skills

Abstract

Purpose

The purpose of this paper is to outline an unusual – and online-based – approach to sales and negotiation training and coaching.

Design/methodology/approach

Interviews with organisations involved, augmented with case studies.

Findings

The “Learn, Implement, Support” method of developing sales and negotiating skills is effective. It combats, cost effectively, the criticism that 30 per cent of all learning is forgotten within 30 days of receiving training unless it is reinforced in a practical way.

Practical implications

Organisations of all sizes – not just global multinationals – can now increase productivity and profitability from the online delivery of relevant learning materials, followed immediately by virtual coaching and support for a period of at least 12 months.

Social implications

People can learn how to sell products and services more effectively and efficiently, via online-delivered learning and coaching, which contains a high degree of video.

Originality/value

Organisations of all sizes – not just global multinationals – can now experience and benefit from the knowledge, skills and experience of a master-performer in the fields of sales and negotiation, thanks to the advent of a system of online learning delivery followed by virtual coaching.

Citation

Little, B. (2014), "Virtual value soars for sales-related skills", Industrial and Commercial Training, Vol. 46 No. 5, pp. 265-269. https://doi.org/10.1108/ICT-02-2014-0009