Training Industry Magazine - Winter 2022 - 61

awareness of all existing treatment
options. Interactive eLearning
platforms are available to provide
awareness of the larger competitive
treatment landscape.
These advances are helpful and far better
than a box of binders, but a successful
sales representative will need to do more
than absorb and retain the curriculum.
They must also develop the creative ability
to think out-of-the-box, come up with fresh
solutions to anything that might impede
success and deliver agile responses to
questioning prospects.
TRAINING IN PERSON
The solutions listed above elevate the
training process via remote, online and
mobile platforms. But there are also inperson
training practices that have been
revitalized to better support learning
and the development and growth of
creative selling tactics in learners.
Alternative approaches for role-play
were noted above, and while there
are demonstrated benefits to using
professionally trained actors to enact
selling scenarios, actually participating
in mock encounters remains a valuable
and tested method for building the
confidence and creative problemsolving
of sales professionals.
However, the performance aspect of
role-play can be overwhelming and not
terribly conducive to learning new skills.
The coast-to-coast detail at the end of
a launch meeting, for example, may
not be the most productive moment for
achieving competency. Instead, consider
establishing a role-play circuit with
individual stations that each focus on a
key skill. This allows your learners to move
along in micro-skills sessions, mastering
the skills as they learn them, which is a
more effective method of skill transfer.
Of course, this isn't just an online
strategy: During in-person sessions,
break up teaching moments with
unexpected moments or opportunities
for participation. Some methods for
doing this can include sudden gameshow-style
competitions, with prizes
offered to those who correctly recall
recently taught information, surprise
guests, songs and video presentations.
As we know, the introduction of novel
elements assists in the memorization
of content.
CONCLUSION
CREATING A VIRTUAL TRAINING WORLD
Online training was a game
changer in the early days of the
COVID-19 pandemic. When inperson
gatherings were canceled
around the world, training program
developers scrambled to place
curriculum online, using video
conferencing platforms like Zoom.
But there's a world of difference
between the dynamic energy of a
live presentation with colleagues and
the solitary experience of training at
a computer screen. We needed a
fun and novel way to combat screen
fatigue and keep learners engaged.
The solution came from a client. This
global leader typically held training
in an on-campus building designed
for that purpose, with state-of-the-art
conference rooms, fun moments, and
the chance to learn about company
history and culture. They wanted
new hires coming on board during
the pandemic to enjoy an equally
comprehensive training.
How to do it? We created a vivid, lifelike
online world replicating everything in
the actual facility, from floor plans to
chair fabric. When learners " arrive "
for a virtual meeting, they do so by
entering the building and traveling
down hallways to their meeting room.
(Time-pressed attendees can just click
a button at the top of the screen, but
what's the fun in that?) We transformed
corridor displays showcasing company
history into interactive, clickable wall
tiles. We included outdoor gathering
spaces and cozy spots for private
meetings. Response from learners has
been positive, with most lingering after
virtual meetings to explore and enjoy.
This creative approach was such
a hit that other divisions at the
company now reserve time at the
virtual headquarters for their own
presentations and meetings.
Content is key when developing an
effective training program. But don't
forget another " C " when building your
curriculum: creativity. Creativity - the
use of imagination or original ideas - is
the tool that makes your work engaging,
interesting and effective.
By introducing creative elements to your
training curriculum - from role playing
to gaming to simple surprises - and
placing those materials within formats
that inspire curiosity and exploration,
you will have a much stronger chance
of achieving learning goals. Thankfully,
we are well past the days of relying on
rote memorization!
And the timing couldn't be better.
Today, COVID continues to impact
access. Even when the pandemic is
behind us, changes to how, when and
where we work may be lasting. Virtual
communication and remote work are
likely to remain popular options. We
may also see reduced opportunities
for in-person learning. As we commit to
creativity in our training, situations like
these, once thought of as challenges,
can now be considered opportunities to
get creative.
Shaun McMahon is the president and
founder of Illuminate. Email Shaun.
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Training Industry Magazine - Winter 2022

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