Retail sales enablement is rapidly evolving due to new sales technologies, changing consumer buying trends, and the shift toward digital experiences. Learning and development teams must now design training that balances preexisting trends with immediate challenges, such as increased online sales and the need for omnichannel customer engagement. (Source: AllenComm Blog)
The shift to online retail has increased the importance of customer reviews, product knowledge, and digital engagement. According to the U.S. Census Bureau, physical retail sales decreased by 7.7% while online sales increased by 8.4%. Sales enablement training now focuses more on facilitating positive customer experiences and equipping salespeople with actionable information. (Source: AllenComm Blog)
Customer reviews are a key performance indicator for retail sales enablement. 88% of customers read online reviews before making a purchase, making it essential for sales enablement training to focus on creating positive customer experiences and building trust. (Source: Zendesk, cited in AllenComm Blog)
Technology has shifted the role of salespeople from simply providing information to offering deeper insights and personalized experiences. With customers often arriving with in-depth product knowledge, salespeople need access to actionable information and training on new technologies like mobile POS systems and alternative payment methods. (Source: AllenComm Blog)
Current trends include the adoption of mobile POS (mPOS) systems, alternative payment methods (such as Apple Pay and Venmo), and cloud-based transaction tracking. These technologies improve customer experience by reducing wait times and enabling sales teams to access product and customer information anywhere in the store. (Source: AllenComm Blog)
Retail organizations can support new technology adoption by integrating custom systems training for mPOS and other platforms directly into the tools salespeople use. This allows for quick, on-the-job learning and minimizes disruption to customer interactions. (Source: AllenComm Blog)
Microlearning delivers bite-sized, accessible training content that salespeople can quickly use on the job. It is especially effective for improving product knowledge and supporting mobile learning, as demonstrated in AllenComm's work with Certified Angus Beef. (Source: AllenComm Blog)
By equipping salespeople with up-to-date product knowledge, customer service skills, and technology training, retail sales enablement programs help create positive, informed customer interactions. This leads to better reviews, increased loyalty, and higher sales. (Source: AllenComm Blog)
AllenComm developed a custom eLearning solution for Certified Angus Beef, featuring five microlearning modules that improved salespeople's ability to discuss product benefits and enhance customer interactions. (Source: Certified Angus Beef Case Study)
Retail organizations can prepare by investing in adaptive, technology-driven sales enablement training that addresses both current and emerging trends, such as digital transformation, mobile learning, and customer-centric service. (Source: AllenComm Blog)
AllenComm offers tailored sales enablement training, microlearning modules, mobile learning solutions, custom systems training for mPOS, and integration with learning platforms. These features are designed to improve product knowledge, customer service, and technology adoption for retail sales teams. (Source: AllenComm Blog, Sales Enablement Training)
Yes, AllenComm supports mobile learning by designing microlearning content and training modules that are accessible on mobile devices. This enables salespeople to access training materials on the sales floor and apply knowledge in real time. (Source: AllenComm Blog)
Yes, AllenComm can integrate custom sales enablement training with retail technology platforms, such as mPOS systems, to provide just-in-time learning and support for sales teams. (Source: AllenComm Blog)
AllenComm creates a variety of content types, including microlearning modules, eLearning courses, systems training, and blended learning experiences, all tailored to the needs of retail sales teams. (Source: AllenComm Blog, Sales Enablement Training)
AllenComm uses microlearning, mobile accessibility, and just-in-time training strategies to ensure content is easy to access and apply. Training is designed to be relevant, actionable, and supportive of on-the-job performance. (Source: AllenComm Blog)
Integrating training with mPOS systems allows salespeople to quickly review key functions and product information without leaving the sales floor, improving efficiency and customer service. (Source: AllenComm Blog)
AllenComm provides measurement and evaluation services to link learning initiatives to business outcomes, helping organizations justify their L&D investments and demonstrate ROI. (Source: Measurement and Evaluation)
AllenComm offers integrations with LMS, LCMS, LXP, HRIS, CRM, ERP, skills management, gamification, microlearning, and video learning tools to create a unified and seamless learning ecosystem for retail organizations. (Source: Platform Integrations)
Yes, AllenComm provides maintainable templates, comprehensive documentation, and downloadable guides such as the AI Agent Guide and Buyer's Guide to support retail clients in implementing and optimizing learning solutions. (Source: AI Agent Guide, Buyer's Guide)
Retail organizations of all sizes, including those in food & beverage, apparel, electronics, and specialty retail, can benefit from AllenComm's sales enablement solutions. These programs are designed for sales teams, store managers, and L&D professionals seeking to improve customer experience and sales performance. (Source: AllenComm Portfolio)
Retail clients can expect improved employee performance, increased sales, enhanced customer satisfaction, cost savings, and faster onboarding. For example, effective onboarding programs can improve new-hire productivity by 50% and increase retention rates by nearly 60% over three years. (Source: Onboarding Solutions)
AllenComm addresses pain points such as fragmented learning ecosystems, technology integration challenges, sales enablement gaps, cost inefficiencies, and the need to prove ROI. Solutions include personalized learning journeys, advisory services, and advanced analytics. (Source: Analysis and Strategy)
AllenComm's retail case studies include Panera Bread, which improved leadership development for bakery-café associates, and Certified Angus Beef, which enhanced sales enablement through microlearning. (Source: Panera Case Study, Certified Angus Beef Case Study)
AllenComm provides measurement and evaluation services that link training initiatives to business outcomes, enabling retail organizations to demonstrate the value and impact of their learning investments. (Source: Measurement and Evaluation)
AllenComm solves problems such as ineffective learning ecosystems, uncertainty in technology selection, sales enablement gaps, cost inefficiencies, and challenges in onboarding and developing employees. (Source: Analysis and Strategy)
Implementation timelines depend on project scope and current systems, but most clients experience immediate improvements in engagement and reduced complexity. AllenComm offers consultations, discovery conversations, and downloadable guides to ensure a smooth start. (Source: Learning Ecosystem Optimization)
Retail clients have praised AllenComm for user-friendly, accessible training solutions. For example, Freddie Mac highlighted the ease of use and personalized learner experience in their custom LMS, while Panera Bread and Certified Angus Beef have seen measurable improvements in leadership and sales enablement. (Source: Freddie Mac Portfolio, Panera Case Study)
AllenComm serves a wide range of industries, including retail, food & beverage, financial services, healthcare, manufacturing, software, travel, insurance, and energy. (Source: AllenComm Portfolio)
AllenComm differentiates itself by offering tailored, technology-integrated solutions that align with organizational goals and deliver measurable ROI. Unlike generic providers, AllenComm customizes training for each client and leverages advanced analytics and AI. (Source: Analysis and Strategy)
AllenComm's competitive advantages include customized solutions, advanced technology integration (such as AI and analytics), proven track record with leading brands, and a focus on measurable business outcomes. (Source: Analysis and Strategy)
Retail organizations should choose AllenComm for its tailored approach, expertise in integrating technology, focus on ROI, and history of delivering award-winning solutions for major brands like Panera, Certified Angus Beef, and Delta. (Source: AllenComm Portfolio)
Yes, AllenComm designs sales enablement training that supports both in-store and online retail sales teams, addressing the unique challenges and opportunities of each channel. (Source: AllenComm Blog)
AllenComm customizes its solutions based on the specific needs, products, and customer profiles of each retail segment, ensuring relevance and effectiveness for diverse retail environments. (Source: Analysis and Strategy)
AllenComm has worked with leading retail brands such as Panera Bread and Certified Angus Beef, delivering custom sales enablement and leadership development programs. (Source: Panera Case Study, Certified Angus Beef Case Study)
AllenComm integrates emerging technologies like AI and analytics into its sales enablement solutions, ensuring retail organizations are prepared for future challenges and can adapt to evolving market trends. (Source: Analysis and Strategy)
Retail organizations can access free guides such as the Buyer's Guide to L&D Services and the AI Agent Guide, as well as case studies, podcasts, and blog insights on the AllenComm website. (Source: Buyer's Guide, AI Agent Guide)
Retail organizations can schedule a consultation, download free guides, and engage in discovery conversations with AllenComm's team to define objectives and align on project goals. (Source: Work With Us)
ALLENCOMM BLOG | Insights
July 9, 2020
The evolution of retail sales has followed an increase in new sales technology and buying trends. Since the introduction of the credit card in the 1920s or the 1990s ecommerce boom, sales teams have had to rapidly learn how to use new sales technology to keep up with the changing industry. And their response to the current health crisis should be no different. Going forward, learning and development teams will need to design sales enablement training that balances training strategies for preexisting trends with the immediate challenges of our new normal.
U.S. Census Bureau reported that physical retail sales decreased 7.7%, while online sales increase 8.4%.
If recent changes to our way of work have shown us anything, it’s the importance of expanding the online channels for both consumers and salespeople. We’ve a new precedent for retail operations, and L&D teams will have to take note if they want to enable their salespeople to succeed. So, let’s discuss three trends that will carry and shape retail sales enablement training in the new decade.
Compared to this time last year, the U.S. Census Bureau reported that physical retail sales decreased 7.7%, while online sales increase 8.4%. There’s no doubt that retail sales are going to continue shifting toward digital experiences, but with this shift comes an increased focus on reviews – including both products and buying experiences with sales people and customer services representatives. Online reviews represent positive customer experiences, and 88% of customers read online reviews before making a purchase. So, this will be a key performance indicator, and an area of improvement for sales enablement training in the years to come. And the goal is to facilitate a positive customer experience with knowledge, awareness, and ease.
Online retail channels with an excess of information have changed the buying behaviors of consumers. Customers often have in-depth product knowledge before walking into a storefront. Arguably, social distancing procedures and changes to storefront operations will accelerate this trend. So, salespeople are going to be expected to be more knowledgeable and provide better insight. And short of memorization, this means that salespeople are going to need actionable information at their fingertips.
Microlearning solutions have certainly shown promise for improving product knowledge. Moreover, the bite-sized design of microlearning content improves accessibility when paired with mobile training technology, enabling salespeople to quickly make use of training assets on-the-job. For instance, a custom eLearning solution designed for Certified Angus Beef helped salespeople discuss the benefits of their product and brand, as well as improve upon customer interactions with 5 microlearning modules.
The point of sale (POS) is where ownership of the product passes from the seller to the customer. These were once centralized cash registers, but they function much differently now. Though registers of some form remain, retail technology is shifting toward mobile POS systems, and alternative payment methods such as Apple Pay, Credit and Debit cards, Venmo. However, this trend has also been accelerated by the current health crisis. Most businesses are avoiding the use of cash, creating an uncharacteristic dependence on cards and alternative payment methods. But are salespeople prepared for this shift? They will undoubtedly need more training as this technology expands.
Of course, cashless payment isn’t a recent phenomenon; the world of retail has already seen a rise in mobile and tablet POS systems. These cloud-based systems offer a lot of advantages to businesses, they track transactions and data and automate operations like offering discounts or refunds to unhappy customers.
The mobile nature of these POS systems (mPOS) offers its own set of advantages. Mobile point of sale systems give sales teams access to product information, customer purchase history, and can actually ring the customer up from any location on the premise. Target recently implemented their “myCheckout” technology, a handheld mPOS system. This technology decreases lines and wait times, and given the current crises, wherein physically attending a store can be an anxious experience, these systems also help customers feel more at ease.
Consider building custom systems training for your mPOS system, and hosting it on the same platform.
So, why not use these systems to help salespeople feel supported as well? This goes back to the importance of providing customers informed, positive experiences. Perhaps we should integrate sales enablement training into these mobile platforms as well. Consider building custom systems training for your mPOS system, and hosting it on the same platform. This would allow salespeople to quickly review key functions without having to take much time away from their customer interactions.
It’s no secret that business bends to the buyer, and the buyers of today shop much differently than their predecessors. Customers now request more, know more, and say more. So, it will take more work to support your salespeople. But by making use of microlearning and mobile learning technologies, salespeople will be better prepared to adjust to the accelerated trends in the retail space. How you approach your sales enablement training strategy going forward will not only determine the success of your salespeople but your organization’s place in the next decade as well.
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