Comment favorisez-vous une culture d’apprentissage et de développement dans les ventes publicitaires?

Once you've identified the gaps in your advertising sales team's skills, tailor a development program that focuses on these specific areas. Leverage a mix of interactive workshops, real-world case studies, and digital learning tools to keep the training engaging and practical. Align the training objectives with measurable KPIs to ensure progress is trackable and directly supports business growth.

In order to create a successful and sustainable culture of learning and development within the ad sales team, both the organization and sales members must consent to prioritize ongoing education and skills improvement as a KPI. This is crucial for supporting the company's growth and standing out among competitors. A transparent, forgiving and collaborative environment needs to be forged and collectively maintained by the management and ad sales team so that sales members can feel comfortable sharing their knowledge, failures, and personal experiences. Other consideration factors include the sales compensation scheme in place, the distribution of sales responsibilities/territories among members and the product sales cycle.

I consistently prioritize these key elements: Strong emphasis on regular training sessions, workshops, and access to valuable industry resources. These avenues provide essential knowledge and skills crucial for the team's growth and success. Continuous education via online courses helps the team stay abreast of the latest market trends. Mentorship also plays a pivotal role in facilitating knowledge exchange and skill refinement. I believe in recognizing and rewarding proactive learning initiatives, which instils a sense of motivation and enthusiasm among the team. Open communication channels, sharing of insights and experiences within the team also helps. This collaborative environment enriches collective knowledge.

Building a baseline is important and part of this assessment should focus on Sales Structure. Which Sales structure do they use e.g. SPIN or Consultative selling (or other sales structures that are available) Which elements of the sales structures are they good at / need to work at. Is this an appropriate sales structure for the product or level of sale they are making. Can they use a hybrid sales structure and do they follow a basic structure that establishes a customer need and then builds product around the client need.

In my experience, a thorough skills assessment often reveals that advertising sales teams may excel in client communication but lack up-to-date knowledge on digital advertising platforms. By aligning the identified skill gaps with emerging industry trends, we developed targeted training that not only improved performance but also increased team confidence in selling modern ad solutions.

Implement personalized learning paths To maximize the effectiveness of your development plan, create personalized learning paths for each team member. Tailor the content and activities based on individual needs, strengths, and learning styles. Incorporating a mix of self-paced modules, mentorship, and collaborative learning will help employees stay engaged. Regular check-ins and feedback loops ensure that the plan remains aligned with both individual growth and overall team performance goals.

Learning and development plans when linked to career progression paths are very powerful. It’s important to have SMART objectives and achievement milestones built into the learning and development plans.

Learning and Development Plan Identify skills gaps and career goals through assessments and feedback. Create personalized training programs using a mix of workshops online courses, and mentorship. Set measurable milestones and provide ongoing support and resources. Regularly review progress, adjust strategies and celebrate achievements to keep employees motivated.

Create a learning plan by setting clear goals, offering mentorship, and providing access to industry training. Encourage collaboration and reward ongoing skill development to drive growth in advertising sales. Headlines: 1. Building a Growth Driven Learning Culture 2. Mentorship and Training for Sales Success 3. Collaborative Learning in Advertising Sales 4. Reward Skill Development for Sales Growth

Utilize technology for continuous learning Embrace digital tools to create a seamless and flexible learning experience for your advertising sales team. Platforms like e-learning portals, mobile apps, and virtual workshops can provide on-demand access to training materials, making it easier for team members to learn at their own pace. Incorporating AI-powered recommendations or analytics can further personalize learning, ensuring that content evolves with individual progress and industry trends.

Very important to encompass audio, visual and kinesthetic learning in addition to having someone mentor individuals where possible.

Quando se trata de aprendizado e desenvolvimento, uma abordagem única não serve para todos. Cada profissional de vendas de publicidade tem seu próprio estilo de aprendizado, então é crucial oferecer opções diversificadas e flexíveis. Segundo a LinkedIn Learning, 58% dos funcionários preferem aprender no próprio ritmo. Cursos online, webinars, podcasts, coaching – o que funcionar para eles, ofereça. E deixe sua equipe escolher o caminho e o ritmo que melhor se encaixam. Afinal, o objetivo é desenvolver talentos, não criar frustrações. Quem disse que aprender não pode ser tão único quanto cada um?

To foster a culture of learning and development in Advertising Sales offer diverse training methods such as workshops webinars and one-on-one coaching. Encourage knowledge sharing, set clear growth goals and provide access to industry resources. Celebrate achievements to reinforce the value of continuous learning.

Providing diverse, flexible learning options like workshops, webinars, and mentorships allows teams to grow their skills. Tailoring content to individual needs boosts engagement and fosters continuous improvement. Headlines: 1. Flexible Learning for Advertising Sales Success 2. Empowering Teams Through Diverse Learning 3. Mentorship and Webinar, Keys to Growth 4. Customized Learning to Boost Engagement

Advertising has changed over the last few decades, from pre Web 1 with differing forms of print advertising, then Web 1 and digital ads, Web 2 and Programmatic ads to now web 3 and personalized ads in gaming and Metaverse environments. A growth mindset is essential to ensure you’re moving with the market trends and new advertising sales opportunities.

Encourage a growth mindset by providing continuous training, setting clear goals, and offering constructive feedback. Recognize achievements, promote collaboration, and inspire curiosity for industry trends. Headlines: 1. Cultivating a Growth Mindset in Sales Teams 2. Fostering Learning Through Training and Feedback 3. Drive Success with Goal Setting and Curiosity 4. Building a Collaborative Learning Environment

At LTK Advisors, fostering a growth mindset is vital for our team’s success in the dynamic advertising industry. We focus on praising effort and perseverance rather than just outcomes, emphasizing the value of learning from challenges. Constructive feedback is central to our approach, helping team members refine their skills without fear of criticism. We celebrate successes as milestones of progress and encourage curiosity, experimentation, and innovation. By promoting this culture, we empower our team to adapt, improve, and excel, ensuring they remain resilient and competitive in an ever-evolving marketplace.

Shift the focus of your feedback from immediate outcomes to the process of learning and development. Everyone knows what the end goal is - sales. Celebrate efforts made towards learning new skills or tactics and sharing any learnings, even if they don't lead to immediate success. This encourages team members to take risks and try new approaches without fear of failure. Plus, you should recognize and celebrate instances where team members demonstrate adaptability and resilience.

To foster a culture of learning in Advertising Sales, regularly assess skills, provide constructive feedback, and recognize achievements. Implement reward systems that motivate team members to pursue growth. Headlines: 1. Evaluate Skills for Continuous Improvement 2. Recognize and Reward Learning Achievements 3. Motivate Team Members to Pursue Growth 4. Feedback as a Tool for Development 5. Creating a Supportive Learning Environment

At LTK Advisors, we recognize the importance of evaluating and rewarding learning and development as a cornerstone of team and business success. We measure outcomes using key metrics like sales performance, customer retention, feedback, and referrals to demonstrate how individual growth contributes to overall goals. To reward these efforts, we implement a range of incentives, including bonuses, commissions, certifications, and promotions, alongside public recognition to celebrate achievements. This approach reinforces a culture of continuous improvement, motivates our team, and ensures alignment with delivering exceptional value to our clients.

Provide ongoing access to resources, encourage self-development, and offer opportunities for advancement. Supporting continuous growth keeps your team motivated and competitive.

Lead by Example Leading by example is crucial in establishing high standards, behavior, work ethic, and professionalism. As a leader, your actions hold significant influence. Consistently embodying the desired behaviors inspires and motivates team members to follow suit. Demonstrating unwavering commitment to excellence and a strong work ethic underscores their vital importance within the team. Fostering a collaborative culture, celebrating achievements, and nurturing personal growth create an environment of exceptional productivity. This approach cultivates unity, a shared purpose, and empowers individuals to reach their full potential, ensuring sustained success and productivity for the entire team.

Building a culture of learning and development is not just about the execution plan, which much of this article talks about, but also about the way you and your management team approach your jobs. If you want a culture of learning, it must be "lived down" and not "pushed down", meaning the management must focus on their own learning and development and participate in the learning and development of the team. If there is a role play exercise, not only should the managers participate, but they should go first and do it in front of the team. If there are outside trainers coming in, the managers should participate in the sessions with the sales team as equals.