We already know that sales training is one of the most important elements in the management of a commercial team. In the real estate market, it is even more necessary. Today the average conversion rate for sales is just 1% in this sector. Real estate managers and developers say they lose a lot of deals and that one of the main reasons is the low qualification of real estate agents.
From product information to sales techniques, negotiation, , real estate financing and many others, all are matters that need to be trained so that they can have better results and increase their productivity. Data indicates that a trained team can yield between 20% and 40% more. Who doesn't want to see their sales increase like that?
There are some types of training for sales, but the most used are traditional face-to-face, EAD (distance learning) and a new type that has been gaining many followers due to great results: gamification training.See the difference between them and choose the most suitable for your real estate or developer:
Sales training: what types of sales training is there?
Traditional classroom training:
These types of sales training are the oldest one: you gather your team for one or more days, put everyone in a room or auditorium, and a facilitator, speaker, or coach exposes the information. This model is the same model used in the school classrooms and has existed for many decades.
The problem with this model is that it is becoming outdated. In addition to being expensive, it is necessary to remove everything from the workplace to gather everyone in one place. In addition, this is a one-off training, it does not have continuity and it is hard to measure if the content was properly memorized or learned, since there are no metrics and ways to measure the knowledge acquired in this format.
Another problem is that training can get tedious and, with the advent of the internet, social networks and WhatsApp, many people keep on their cell phones and do not pay due attention to the content.
Trainings by EAD
Technology came to facilitate many things and teaching was one of them. In the distance learning model, we can do this from anywhere and at any time: we just need to have access to the internet. Thus, there are no travel costs and it is not necessary to stop the whole team to do a training at a certain time.
The disadvantage is that this is the same old method of teaching, only in a different format. And people today don't have the time or the patience to watch long, boring content, even on video, and without interaction. For this reason, traditional training with distance learning is losing space as it does not engage users.
Gamification - which comes from the word game - is a technique that uses elements of games in other activities to increase motivation. Research published in Frontiers in Human Neuroscience showed the effects of games on the brain. One of the found benefits was the high degree of attention that people maintained in comparison to other media.
For this reason, the use of gamification has become a major trend. The study by the Institute of Institute of Electrical and Electronics Engineers predicts that, by the year 2020, about 85% of everyday activities will have elements of games.
In Brazil, several segments are already using gamification in sales in certain tasks to increase engagement. And the return was very positive. FGV data data show that the technique can increase up to 40% on productivity of teams. Large companies like Microsoft and Gerdau have already adopted it. One of the main uses of Gamification is in sales training for teams. Elements of games such as competition, (the story behind the game) and prizes are some of the features that most engage and entertain.
According to the anthropologist Johan Huizinga's theory, man is a naturally playful being and games have become a very strong cultural element. People are much more encouraged by challenges and rewards, some of the main ingredients of the games, than by punishments.
In addition, games are fun and provide intrinsic motivation and continuous stimuli, such as the achievement of a goal and the pleasure after continuously wins. There are some training solutions for sales with the use of gamification, including websites and applications that simulate a game in which users learn by playing. The advantage is that it is possible to do it anytime and anytime and there are metrics and continuity. There are also face-to-face trainings that use gamification, but in this case it is necessary to mobilize the team and in general this type of training does not have continuity.
Do you want to know how to implement training for gamified sales in your company? Contact us for more information!