A total of 148 two-wheeler motorcycles are expected to launch in India in 2024. As the world’s largest two-wheeler market, Auto OEM companies need to keep up with the competition with a robust product pipeline and upskilled frontline team – dealer sales executives (DSEs). In terms of car launches, India witnessed many unveils in first 4 months of this year. The overall Auto industry is optimistic for FY25 with revival in rural demand, stable raw material prices and new launch pipeline.
Frequent product launches indicate multiple sales training programs, frontline coaching sessions often implemented through trainer-led classroom sessions. It has become increasingly difficult to capture the attention of a DSE for learning sessions and for them to spare time from their daily operational tasks. In a phygital world, blending digital learning experiences with physical ones can significantly augment the learning experience and accelerate the go-to-market readiness during new product launches. Microlearning platforms offer the tools for business leaders & dealer capability managers to provide on-the-go training and coaching to the DSEs.
Here are 6 ways in which microlearning platforms can enhance the new product training for DSEs in Auto OEM firms:
1.Focused Learning Modules: The new automobile is complex with many parts, and there is a lot to learn for the DSE. Rather than creating a detailed PowerPoint presentation, the same training material can be repackaged into bite-sized focused learning modules which are easy to digest and also keeps the teams engaged. Microlearning modules can be created on different product and sales training topics with a storyline, tools and practice sessions with gamification. Additionally, business leaders can also follow Train-The-Trainer model where the trainers are coached on microlearning platforms and the learning can be disseminated by these trainers in smaller groups at regional level. A leading motorcycle organisation in India partnered with Master-O to create Microskills to train their DSEs on their new bike launch. The knowledge was tested with post-learning quizzes.
2.On Demand Access: Microlearning platforms offers the convenience of anytime learning as the content is available on the microlearning app right from the moment of launch. It gives the DSEs flexibility to learn as per their schedule which leads to higher engagement and retention. The focused modules can be launched in a phased manner to create a learning journey for the DSE to familiarise with the new product. Creating a series of modules and product videos helps DSEs to take part in the launch effectively.
3.Gamified Learning & Continuous Reinforcement: DSEs and sales team generally appreciate a sense of competition among peers. Microlearning platforms redefine learning experience with the option to launch quizzes, competitive activities like game-based assessments (GBAs). Post completion of learning modules, these GBAs test the product concepts, skills, grasping ability of DSEs and provide real-time feedback to the managers. Designed on the concept of hyper-casual games, GBAs are engaging for the DSEs, creating reinforcement for important product concepts and points to remember during launch activities.
4.Continuous Engagement & Instant Feedback: Augmented Reality (AR) and Virtual Reality (VR) tools in the microlearning platforms create an immersive and personalised experience for DSEs. They can analyse the new product features, designs and functions closely at their own convenience. GBAs, quizzes, pre and post assessment forms provide real time feedback to the trainers and managers. The leaderboard highlights the strong regions and regions with scope for improvement. Skill Gap Analysis can be utilised to understand gaps in skill sets, reinforce the right knowledge and to generate new content to address the resulting gaps and thereby make new product training more pinpointed. Also Read: https://www.masteroapp.com/blog/6-ways-to-improve-frontline-productivity-attrition-and-engagement/
5.Sales Enablement: Automotive OEMs can design 3D technical illustrations or 3D animation videos for breaking complex product information into step by step process. These videos enable the DSE to understand product at a deeper level thereby improving customer conversations and productivity. Sales enablement sections on microlearning platforms can provide tools, product brochures, launch collaterals which can be accessed offline, downloaded and shared with dealer-retailers showrooms.
6.AI based role plays: Scenario based practice activities can be provided to DSEs for improving their customer pitch. AI role play simulations provide a low-risk, judgment-free environment where DSEs can hone their skills with repeated interactions and realistic scenarios. Different scenarios can be prepared for different stages of product launch such as pre-launch excitement, launch product training, post launch FAQs. This ensures that DSEs are not overwhelmed with the depth of content, they have time and space to practice and get real-time feedback. Master sales excellence with AI based role plays: https://www.masteroapp.com/blog/five-ways-to-master-sales-excellence-the-power-of-ai-based-role-plays/
Microlearning platforms align well with the dynamic nature of the Auto OEM industry, providing a futuristic approach to training that enhances knowledge retention, engagement, and operational readiness for new product launches.
Also Read: https://www.masteroapp.com/blog/how-can-automotive-dealers-reinvent-the-buying-experience-in-2023/
Master-O®, a frontline sales readiness and gamification platform, has powered several sales enablement & frontline readiness programs for enterprise customers and been a key driver of sales strategies for leaders across industries. To make capability development, sales enablement & engagement more personalized, Master-O® empowers sales managers tap into various data points and analytics for coaching & upskilling their frontline reps. This gives sales leaders and managers much-required objective perspective to reimagine their sales coaching, capability development & enablement approach and realign it with performance metrics.
To learn more about Master-O®, please visit masteroapp.com or schedule a demo to discover how Master-O® can redefine sales readiness & frontline capability development for your organization.