Key figures: What use of eLearning for sales training?

  17 August 2016 |  La rédaction  Market data

72% of companies were able to effectively deliver training to sales employee via eLearning. This number shows us the growing impact of e-Learning in sales training. Since the first training sessions in the 60s, technology has greatly advanced, allowing the optimization of training solutions. Let’s see together the key figures of this evolution, applied to one of the most in demand field for e-Learning modules: sales training.

Perceptions efficacité elearning

Sales E-learning Effectiveness Perceptions (Training Industry)


Sale and eLearning through numbers…

Many questions remain about the constitution of effective eLearning module in commercial organizations. To learn more about the motives and using methods of e-learning to strengthen the sales sector, Training Industry conducted a study based on a survey completed by 235 companies.

We thus discover that eLearning seems to have conquered the sale market, as 72% of companies were able to effectively deliver training to sales employee via eLearning. In addition, e-Learning has been deemed most effective in the following training areas: onboarding training (73%), internal sales teams (64%), foundational sales training (59%) and finally, account management (58%).

E-Learning also convinces training managers, with 74% of respondents agree that eLearning modules Training for sale are a highly effective learning tool. More importantly, 47% of companies participating in the survey said their salespeople preferred e-Learning courses over face-to-face training.

A figure that may seem surprising when you consider that the best form of training is the one that leads the learner to interact with others about his experience. So why such an increase in demand for e-learning modules in this training? These figures may represent the ability of e-Learning to further personalize digital training and may reduce the discomfort of the learner when making mistakes.

The following graph shows the notorious effectiveness of e-Learning training modules applied to the sales sector: 43% of these formations have proven clearly effective, and 29% highly successful.


effectiveness of sales training

Effectiveness of Sales Training via E-learning (Training Industry)

What use of eLearning in the commercial field?

Salespeople’s statues necessarily imply many travels making the scheduling of training difficult if not impossible. With the adoption of e-Learning in corporate training, many companies have been able to deploy learning to salespeople, regardless of their workplace. Today companies further agree on the effectiveness of such a tool for learning, as well as its ability to reduce costs.

The most common use of sales training is devoted to recruiting new employees. However, many other topics are gathered under the umbrella of e-Learning. We thus find on top of the list the development of negotiation skills, soliciting prospects, or mastering the market knowledge.


topics delivered via e-learning

Topics Deliveres via E-learning (Training Industry)


What improvements for e-Learning modules dedicated to sale?

Once analyzed, these results describe a mature and effective use of e-Learning, with companies that do more than using this tool to deliver training content, but integrate this solution in the development of their society and apply them to their business problem. It is also important to note that almost three quarters of respondents see e-learning as a value-added tool, which allows reducing costs and providing a quality tool to their salespeople.

However, 17% of companies surveyed have failed to master the tool and / or deploy training content to their employees. How to bring these companies to reconsider this tool and most importantly, succeed in creating effective solutions? Training Industry does not fail to try to answer the latter issue through three key points:

• Promote the use of new technologies by employees;
Fight against the misconceptions about e-learning and digital training compared to on-site training;
• Remember that instructional design is essential to the understanding…


Many reasons can now bring the various organizations to integrate e-learning into their courses. However, as shown by these figures, many people retain on-site training as sole training model for their employees. This study shows us that Blended Learning is presented as the ideal solution to form the learner in an optimal and complete way, ensuring learning adapted to his need.



Sources: The Evolution of Sales E-Learning by Training Industry