Instructional Design for Effective Sales Training Programs

There are countless corporate training programs, but not all are made equal. 

What makes corporate curriculum tick? When it comes to creating a sales training program that works, the concept of instructional design —  the creation of instructional material — is important. 

What is instructional design?

By building your program around instructional design, you go through a series of questions that give you the right answers to build a course for your specific audience.

This means you’re not only sharing valuable content that works for you and past clients, but designing courses around your client, their needs, and the way they learn and work.

Some key aspects of instructional design include analyzing, designing, developing, implementing, and evaluating your curriculum according to your learners — allowing you to tailor it to the needs of the sales teams you’re working with.

Not only will students be gifted with a personalized program, but this also ensures students will learn more efficiently as instructional design considers their style, strengths, and weaknesses.

Over the past two decades, Navarro and Associates have perfected the art of instructional design. Here are two of our favorite instructional design models.

Know, show, do, review (KSDR)

KSDR is an instructional design suitable for sales teams who speak English as a second language. 

Such teams will require more explanation and clarity to ensure they completely understand the skills and concepts taught during training workshops. In KSDR training programs, 

Learners are introduced to new concepts through knowledge transfer, which means applying familiar skills to a new situation. As they are familiar with existing concepts, this makes for a smoother introduction.

Students are then required to watch demonstrations of the new skill or concept, and proceed to do it themselves. 

Most learners crave honest feedback on their skill understanding and application. This is why KSDR is a highly effective method of workshop delivery to teams who speak English as a second language.

Fail forward to success (FF)

FF is an instructional design that is most suitable for advanced, longer-term students. It is designed to identify what the class knows and doesn’t know, in order to help instructors plan the curriculum according to the class’ knowledge level.

Fail forward refers to using failure as a stepping stone to success. As these workshops are designed to let learners practice skills they lack and receive one-on-one coaching in the classroom, it allows them to practice failing forward to success. 

FF workshops create an environment where students are excited to come to class and stay focused on the topics of discussion. It is an intense experience, but it results in learning that translates into new behaviors.

Want to learn more? Contact Navarro and Associates today for a free consultation.