eLearning with Spike is Competency-Based Education on a Learning Management System
In my sales education courses, the salesperson cannot move on to the next level until they demonstrate competency on the first level. That means we can’t teach closing skills until the salesperson can prove they are competent at setting appointments. We can’t teach appointment setting until the salesperson can show they are competent at prospecting.
My learning programs are built upon a foundation of accountability so that you can see a clear Return On your learning Investment.
- Are the salespeople engaged with the learning?
- Do the salespeople retain the learning content?
- Are the salespeople using the new learning in their daily sales efforts?
- Are the salespeople selling enough to reach goals?
- Are the salespeople outperforming sellers who didn’t receive the Education?
I provide my teaching in a formal academic Learning Management System so you can interact with and follow your employee’s progress at every step of the process. For example, in a sales training course, a salesperson would be held to the following standards to demonstrate competency.
- Did the salesperson download the sales materials?
- Did the salesperson watch the teaching videos?
- Did the salesperson correctly answer the knowledge check questions in the teaching videos?
- Did the salesperson turn in their assignments and demonstrate their competency.
- Did the sales manager approve grade the homework assignments, and did the salesperson receive a passing grade?
- Did the salesperson complete a teach-back to the sales manager or other authorized instructor’s satisfaction?
- Did the salesperson make the presentation to the qualified prospect?
- Did the salesperson sell the qualified prospect?
Because the grades come from real sales work with clients, the seller can either set appointments or not. They can present, or they can’t. If they can’t demonstrate competency at any level, they must work on that competency until they can.
They either improve, or you can make a new decision about their position within your company. A sales organization cannot afford to have salespeople who are not fully competent in all areas of the sales process.