Your sales team may work from different places, but they all need the same thing: consistent training. Whether reps are in the office, at home or on the road, regular coaching and practice helps them stay sharp wherever they log in.

That’s why virtual training is so important, according to Allego’s McKayla Girardin. Instead of relying on a playbook or an annual event, virtual training happens year-round through digital repetition and practice.

In this issue of PromoPro Daily, we share her tips for getting the most out of your virtual training sessions.

Don’t Miss A Thing: SUBSCRIBE To PPAI Newslink

  1. Deliver bite-sized microlearning. Girardin recommends breaking down core concepts into 3-to-5-minute modules. This allows sales reps to quickly consume what they need directly within their workflow. Instead of sitting through a long training session, they can brush up on topics like qualifying leads or explaining production timelines right before a client conversation.

  2. Curate a library of what works. Help your sales reps see what merch works out in the world. She suggests turning your best customer interactions into an organized, searchable video library so reps can hear winning strategies firsthand. Instead of reinventing the wheel, new reps can learn from the conversations, ideas and approaches that have already helped win business.

  3. Tie practice to active pipeline. Generic roleplay can quickly feel like forced busy work, Girardin points out. Instead, encourage your team members to practice new skills or methodologies using AI simulations based on actual deals currently sitting in their pipeline. When virtual training solves an immediate problem for a seller, she says adoption skyrockets.

  4. Run focused coaching sprints. Instead of overwhelming managers with generic performance dashboards, have them run 2-week coaching sprints centered on a single behavior. For example, this could be improving talk-to-listen ratios or asking stronger discovery questions. Girardin says managers can then review call clips asynchronously to measure improvements.

  5. Train the managers first. Before rolling out a new methodology or virtual module to the reps, train your frontline managers on how to coach those specific skills remotely. Girardin says if managers don’t know how to reinforce the material, the training will fail. Reps look to their managers for guidance every day. If managers say things that contradict the training, it’s much harder for new skills to stick.

Virtual sales training isn’t a once-a-year event. It’s an ongoing process of coaching, practicing and reinforcing the skills reps need to succeed. Keep learning continuous, and your team will be ready for every conversation — wherever they’re selling from.

Compiled by Audrey Sellers
Source: McKayla Girardin is a New York City-based content strategist at Allego.