What has worked for you when trying to scale product training to a large field of sales reps at mass?

Do you have a weekly product training with the go-to-market team (marketing, SDRs, sales, and customer success)? We did this at Oracle and Leadspace and it worked well. It's a weekly, 1 hour live training forum where we introduce product updates, new sales tools, and deep dive into customer use cases. At Oracle, over 350 sales reps joined the weekly meetings and they were recorded, so more people go to see the replay if they couldn't join live. For tech, any web conferencing software would do. B ...Read More

I find that aside from consistent product training schedule plus the format and certification. Technology will help with the scaling of the training. I highly recommend looking at sales enablement tools, that includ some LMS component, and can help to distribute content as well as TARGET content to sales groups (regions territories). The key is to reference last product training with a recap in any product training. Essentially, your product training should sound like a long narrative, which eac ...Read More

On top of the weekly training sessions or sprint training ideas mentioned before, I have seen the use of tools like HighSpot has been very helpful. These tools help manage all the sales collaterals and content produced, organize them them using tags and then mapping it back to your CRM at the lead & account level. This way when the BDR/ISR and the field sales are researching on a prospect and its company in the CRM, relevant documents show up in their CRM view.  I have seen this being more s ...Read More

Pat and Sean did a great job answering with some more tactical approaches so I'll be brief with a couple tips.    There are purpose built tools like Inkling that can be a great way to enable massive sales teams, but they require a ton of investment to do well. Webinars and quizzes are things that work well remotely. Salespeople are competitive so use that to your advantage.   If you have a massive sales team, you should also have the budget to get some outside help to help train them. I’d recomm ...Read More