What innovative sales training methods have you implemented in your organization to adapt to the increasing role of AI and digital tools in the sales process?

To adapt to the growing role of AI and digital tools in sales, I’ve implemented several innovative training methods. We introduced scenario-based learning that mirrors real sales conversations, incorporating AI-generated buyer signals and data into role-plays. We also use interactive simulations where reps make decisions based on AI insights, helping them build confidence in using tools like intent data or predictive scoring. In addition, we’ve embedded microlearning into daily workflows, short, focused content that’s tied to the platforms reps use most. Finally, we pair training with manager-led coaching sessions to reinforce new skills and ensure consistent adoption.

The only thing AI can do right now in terms of sales training is perhaps give greater insights and maybe some coaching to your team on how to address certain situations of the sales conversation.

However, if your sales team does not have the courage and confidence to actually say these things, then AI won't be much help at all.

So, to answer your question.  Sales training should do the following:

1. Teach reps how to earn the right to ask questions, know which questions to ask, and give them the courage and confidence to ask them in the right moment. 

2. All sales training must include additional reinforcement sessions for the team. 

3. All sales training should include reinforcement sessions for the sales managers and sales directors. Failing to empower the sales leadership team only means the sales training will fail. And that is the sales leader's fault, not the sales reps. 

4. Innovative ways... 
- There are tools that can help a rep do real role plays with an AI bot. 

- Conversational intelligence that helps the rep understand where they can do better in their real sales conversations. 

- Use AI to remove the mundane tasks that get in the way of reps actually making and having sales calls. Reduce the burden of manual labor so more conversations can happen. Which then yields more experience and better performance.