Episode 293: Tailoring Sales Training for a Multicultural Marketplace with Leon Morris

GUEST: Leon Morris, Global Sales Productivity & Enablement Advisor at NetSuite

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Companies operating in today's globalized business world must have a diverse customer base belonging to various age groups, generations, and cultures.

This makes it crucial for businesses to adapt their sales training strategies accordingly to better connect with their customers and boost their sales.

Well then...

How can sales training elements be designed to effectively meet the diverse needs of various age groups, generations, and cultural backgrounds, considering the different ways in which people learn?

To shed light on this important topic, we are joined by Leon Morris, Global Sales Productivity & Enablement Advisor at NetSuite.

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How Can Sales Enablement Be Effectively Tailored for a Multigenerational Workforce?

Today's diverse workforce encounters multiple generations and cultures. Tailoring sales enablement to adapt to varying career stages and backgrounds is crucial. Achieving this begins with awareness of your audience's diversity and designing programs that foster inclusive conversations. For example, integrating experienced sales team members in training sessions leverages their expertise to enrich the learning experience and enable deeper group discussions.

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“I personally find joy in bringing and communicating improvements to whatever it may be over the course of the time that I've worked with different teams. For myself, I found a lot of passion in being able to help others in terms of understanding, whether it be a particular topic, whether it be a particular process. For me, that gives that satisfaction when the message has been received and it's been applied”.

Leon Morris, Global Sales Productivity & Enablement Advisor at NetSuite

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Tailoring Software Training for Global Audiences

Designing effective software training programs goes down to striking a balance between standardization and cultural sensitivity. Start from a core framework and adapt the delivery to account for the regional and cultural nuances of a territory. What might be an appropriate conversation topic in one culture could be seen as too personal or unprofessional in another.

Moreover, your training program must respond to the mixed experience levels of participants. Experienced professionals and newcomers may have different learning needs and preconceptions. As a result, the success of training relies on its relevance and resonance with diverse audiences.

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“I suppose the challenge comes with more of the delivery of the message and being aware of what we'd call colloquialisms or making sure that you are aware of the different audiences who might be misinterpreting the content or the message that's being communicated”.

Leon Morris, Global Sales Productivity & Enablement Advisor at NetSuite

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Mastering the Art of Sales Training

Successful sales training requires striking a delicate balance between respecting sensitivities around language and challenging learners to step outside their comfort zones. While there's a tendency for training to become overly generic due to concerns about causing discomfort, true learning is often about being pushed into new, sometimes uncomfortable territories. However, you must create an environment where this discomfort is part of an enjoyable and productive experience, helping to relieve any negative feelings associated with embracing new concepts or changes.

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“With any learning, something new is always going to be a challenging prospect and one that some, not all, but some may take, I suppose, a negative approach to change. And I suppose it's really on the basis of the advisor or the team involved to make it an enjoyable learning experience”.

Leon Morris, Global Sales Productivity & Enablement Advisor at NetSuite

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Embracing Feedback and Fostering a Thirst for Learning

Leon highlights the importance of a balanced and adaptive training approach, viewing pushback not as a challenge but as an opportunity to improve the learning experience. To ensure your training programs resonate with your audience and evolve over time, focus on constantly engaging with stakeholders.

Top performers show an insatiable thirst for knowledge, a willingness to acknowledge their gaps in understanding, and actively participate in discussions to encourage group learning. This approach improves training effectiveness by identifying and developing key traits in successful sales staff.

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“In order to make sure that your learning experience is going to be fulfilling for your target audience, it's important to know exactly how it is impacting them. And the most important thing is to have that constant engagement with your stakeholders is key”.

Leon Morris, Global Sales Productivity & Enablement Advisor at NetSuite

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Now that you've learned some effective sales training tips on how to meet the diverse needs of various age groups, generations, and cultural backgrounds, check out the full list of episodes at The B2B Revenue Executive Experience. If you enjoy the show, instructions to rate and review it are found here.