General
What is e-Learning?
How can sales force training be delivered over the Internet?
Does e-Learning replace instructor-led training?
When does online sales force training work best?
How can I use e-Learning to support a new product introduction?
What is the bottom line benefit?
Is e-Learning less expensive than conventional training?
How long does it take to put together a program?
What role do I, the customer, need to play?
How do I get started?

About Via Training
What is unique about Via?
What is Active Learning™?
Does Via develop AICC/SCORM-compliant courses?
Does Via support my LMS/LCMS?
How does Via charge for work?
Can I see a work sample?


In the simplest sense, e-Learning is the use of Internet technologies to deliver training online. Recipients can receive training on a 24/7 basis through browser access to an Internet, extranet or intranet website similar to common Web browsing activities.

When properly implemented, e-Learning uses the immediacy, flexibility and richness of the medium to deliver a learning environment often more effective and efficient than a traditional classroom or print materials. Used as a foundation, e-Learning can even improve the overall effectiveness of traditional methods of training delivery.

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Historically, sales training has been delivered through instructor-led classes and/or printed materials, CDs and videos. This occurred because these were the only delivery methods available, not because these methods were ideal. All delivery methods have strengths and weaknesses.

Sales force training transitions to online particularly well because most products and services can be communicated effectively through the medium. Online training offers the flexible access and self-paced learning so important to sales personnel who need to minimize classroom time spent away from customers. Additional benefits are the ability to drill repetitively on product knowledge and the ability to "safely" roleplay in varied customer and application scenarios.

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Sometimes. More often it creates a foundation that provides increased focus and greater effectiveness for other field training efforts. In addition, e-Learning offers extremely powerful and compelling advantages for sales force training. However, for complex products and services, or where there are other business reasons for bringing sales personnel to the "factory," e-Learning works in tandem to reduce the classroom hours and the associated expenses.

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E-Learning provides the maximum advantage under any of the following criteria:

• Geographically dispersed sales offices
• Audience of more than 50 individuals—sales, telesales, VARs, distributors, resellers
• Works particularly well for indirect sales channels
• Frequent product updates or short product life-cycles

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The most commonly missed opportunity to increase revenue and market share involves training that lags new product introduction. E-Learning can be deployed more rapidly than conventional training methods to reduce this lag in sales productivity. With less lead-time, a comprehensive e-Learning program can be available to all your channels as soon as you need it to be. An e-Learning program can also be ideal preparation to get more value from traditional in-the-field product introductions.

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Increased sales! Online sales force training programs are a competitive advantage that shorten the sales cycle and enable a quicker ramp following new product/service introductions.

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Occasionally. Typically, cost savings from the reduction of other training delivery methods (ILT, print, video, CD) are used to fund a companion WBT program. Initial costs may be greater due to the deployment of Web-based delivery infrastructure and initial content development. However, ongoing costs decrease.

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On average, an initial implementation requires 75 to 90 days.

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Via is a full-service provider. We can supply instructional, curriculum, Web and graphic design skills. We can also deploy, host, and maintain your training website(s). We often provide subject matter expertise and channel knowledge. Our customers provide in-depth product knowledge and sufficient access to information and key personnel (for example: product management, channel managers) to enable Via to meet development schedules.

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Call our sales department at 503.944.0957, or email us at sales@viatraining.com. We will be glad to review your requirements and suggest a course of action.

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Via is focused on teaching sales representatives product knowledge, the applied sales skills of selling those products and sale operations. We are not generalists. We know sales training and have developed our tools, our process and our teams to consistently excel at developing online and blended sales force training programs.

In particular, Via uses an Active Learning™ model that embeds Flash-based learning activities within courses to create engaging and effective courses that give learners the opportunity to apply newly acquired knowledge.

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There is an old axiom that says "I hear and I forget, I see and I remember, I do and I understand." Active Learning provides opportunities for learners to "do" by applying newly acquired knowledge in real-world scenarios. Learning activities such as "You Make The Sale," "Upselling" and "The Good Question Game" are far more effective than even the most animated presentation of information masquerading as training.

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Yes. As an example, Via courses have been evaluated and judged to be SCORM Version 1.2 ADLCP-PIF1 conformant. The primary concern voiced by clients who have an off-the-shelf or proprietary LMS is that the courses we develop will upload seamlessly to their LMS. This is our guarantee. Other clients are increasingly concerned with reusability, one of our fundamental development strategies.

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There are dozens of off-the-shelf LMS/LCMS products in addition to proprietary systems developed by many of our clients. Via develops courses in support of several of these packages. The list is growing. Please contact us at sales@viatraining.com to discuss your particular needs.

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Development is on a fixed bid basis. At the course level, cost is determined by course length, amount of rich media and the level of source materials that a client is able to provide (for example: product photos, diagrams, illustrations, videos, etc.).

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Sure! Contact us through sales@viatraining.com or call 503.944.0957. We would be happy to provide samples including a 30-minute online demo of some of our award-winning work.

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