There are two big decisions sales leaders face when training their teams: what to teach and how to deliver that knowledge effectively. Like choosing a restaurant, selecting a sales training method means considering multiple factors:
- Budget: The Ritz or Applebee’s?
- Location/distance: Local favorite or destination dining?
- Group size: Intimate or party?
- Time available: Quick bite or relaxed meal?
- Desired experience: High energy or quiet dinner?
- Audience needs: Gluten-free or vegetarian?
Just as picking the wrong restaurant can ruin your dining experience, choosing an ill-fitted training method can undermine both learning and sales effectiveness.
The following post is your guide to the most popular sales training delivery methods, helping you match your team’s needs with the right approach.
Remember: The delivery method isn’t just a logistical decision; it’s a strategic choice that directly impacts your training’s effectiveness and your return on investment.
Choosing the Right Sales Training Delivery Techniques
The success of your sales training investment depends on three pillars: the training provider’s expertise, the relevance and quality of the content, and the delivery method.
Even a premium training provider with proven methodologies won’t deliver results if the content doesn’t align with your sales process or market reality. Similarly, excellent content delivered through an inappropriate channel may fail to resonate or stick with your team.
For instance, complex sales negotiation techniques might suffer in a purely self-paced format, while basic product knowledge could excel there.
Consider your team’s unique characteristics: their geographic spread, learning preferences, current skill levels, and time constraints. The most effective training programs often blend multiple approaches—combining the accountability of live instruction with the flexibility of self-paced modules and the practicality of in-field coaching.
4 Training Delivery Methods: Pros and Cons
Here are the advantages and disadvantages of the top four training delivery methods: in-person instructor-led, virtual instructor-led, self-paced, and hybrid.
In-Person Instructor-Led Sales Training (ILT)
The most common delivery method is traditional classroom-style training led by an expert facilitator in person.
Advantages
- Real-time feedback through direct interaction
- Focus and engagement in a structured environment
- Social learning through peer interactions
- Immediate clarification of complex concepts
- Consistent messaging across sales team
Disadvantages
- Higher cost per trainee (venue, travel)
- Fixed schedule may disrupt sales activities
- Limited scalability
- Geographic constraints
- Variable quality based on instructor expertise
In-person ILT might be preferable when:
- Budget allows for venue/travel costs
- Learning culture values face-to-face interaction
- Sellers need immediate feedback and assessment
- Training requires physical demonstrations or role-play
- Content is advanced and/or customized
Virtual Instructor-Led Training (ILT)
Another common delivery method is real-time online training sessions with a live, remote facilitator.
Advantages
- Time preserved for selling
- Geographic flexibility
- No travel costs
- Recording capabilities for future reference
- Interactive features enabled (polls, breakouts, chat)
- Short, focused sessions are easier to schedule
- Scalable to large groups
Disadvantages
- Scheduling challenges, depending on time zones
- Technology dependencies
- Reduced personal connection and networking
- Limited physical demonstration capability
- Screen fatigue in longer sessions
Virtual ILT typically works best with teams that:
- Are geographically dispersed
- Have limited travel budget
- Have strong technology infrastructure
- Can manage moderate content complexity
- Need interactive learning without travel
- Require regular, shorter training sessions
Self-Paced Learning
Modern sales enablement platforms allow sellers to complete digital eLearning modules independently at their own pace. This method typically includes short, focused microlearning segments delivered via mobile/online.
Advantages
- Flexible scheduling around sales activities
- Cost-effectiveness
- Accessibility from any location
- Consistent content delivery
- Easy-to-track completion and results
- Availability on demand for refreshers
Disadvantages
- Lack of facilitator interaction
- Requires strong self-motivation
- May not offer peer-to-peer learning or real-time feedback (depending on platform)
- May miss nuanced selling techniques
- Tends to witness higher drop-off rates
Self-paced training is optimal when teams:
- Are onboarding individuals or small groups
- Are in multiple locations
- Have tight budget constraints
- Require basic/foundational content
- Have access to a strong technology platform
- Feature an independent learning culture
- Have leaders who need detailed tracking metrics
- Require flexible scheduling
Hybrid Approach
Many companies choose a hybrid approach that combines multiple delivery methods—for example, training that includes self-paced modules for basics, virtual sessions for skill practice, and monthly in-person workshops for complex topics.
Advantages
- Leverages benefits of multiple formats
- Accommodates different learning styles
- Reinforces learning through varied approaches
- Balances flexibility with structure
- Maintains engagement through variety
Disadvantages
- More complex to manage and coordinate
- Higher initial setup costs
- Requires multiple content formats
- More challenging to measure effectiveness
- May create inconsistent experiences
A hybrid approach works best when teams have:
- Training needs that vary in complexity (basic product knowledge and advanced skills)
- Mixed learning preferences
- Individuals with different time/scheduling constraints
- Both local and remote employees
- A budget that allows some in-person training but requires cost efficiency
- An organization that wants reinforcement through multiple methods
- Leaders who need a balance of flexibility and accountability
How to Choose the Right Sales Training Method
There are clearly a number of factors to consider when choosing the best delivery methods for training your team.
Take a look at your team size and geographic distribution, budget constraints, time sensitivity of training needs, complexity of content, technology infrastructure, learning culture and preferences, and measurement requirements.
The key is matching the training method to your specific environment and needs. For example, teaching complex enterprise sales techniques to a small local team justifies in-person ILT costs, while basic product training for a global team is better suited to self-paced learning.
Our expert sales consultants can help you design and deliver the most effective training for your team. Get in touch to learn more.
