How to deliver effective remote sales education-How-to-deliver-effective-remote-sales-education

Video Transcription

Video Summary

Steve Radford, an experienced sales trainer and Head of Sales Apprenticeships at JGA Group, explained a practical framework for effective sales training. He stressed that trainers must first identify what salespeople need to learn, then choose the right delivery method based on the learner’s competence, confidence, and commitment.  <br /><br />His core method was the cycle: learn, practice, do, review, improve. He showed how this can work in group workshops, one-to-one sessions, and online learning management systems. The approach is designed to build lasting behavioural change through repetition and real-world application.  <br /><br />A case study with Thatcher’s Cider illustrated the method in action during COVID-19. When field sales staff were furloughed, training continued remotely through accelerated online learning. Learners used stop-start-continue action plans, then applied them once restrictions eased, supported by mentoring and coaching.  <br /><br />Emma Cox from Thatcher’s said the programme improved reflection, focus, agility, and confidence, especially in using virtual selling tools like Zoom, Teams, and video calls. Both speakers emphasized flexibility, shorter online sessions, and continuous learning. Their key message: great salespeople stay curious, adaptable, and committed to ongoing development.

Keywords

sales training

learning framework

behavioural change

online learning

virtual selling

coaching and mentoring

continuous development