Sales training and enablement are undergoing a rapid transformation globally. In 2025, sales leaders face new expectations to upskill distributed teams quickly, personalize learning, and tie training directly to performance outcomes.
This report highlights four key trends shaping sales training worldwide: the rise of online learning, microlearning strategies, modern sales-focused LMS platforms, and the growing impact of artificial intelligence (AI) on training and enablement. We present recent statistics, global insights (with regional highlights where available), case studies, and vendor comparisons to equip sales leaders with a comprehensive view of the current landscape.
Online sales training: Adoption, best practices, and impact
Widespread adoption
Corporate learning has embraced online training at an unprecedented scale. According to Continu, 98% of corporations planned to use e-learning for employee development by 2023. The global corporate eLearning market is forecast to grow from $245 billion in 2022 to over $460 billion by 2027, reflecting strong demand across regions.
In sales training specifically, digital modalities have become standard, especially after the pandemic forced a shift to remote selling. Teams that once relied on classroom sessions are now leveraging virtual training to support hybrid and geographically dispersed salesforces.
According to McKinsey, companies need training that is easily accessible and repeatable for reps to revisit on their own time – a need well-served by online platforms.
Best practices for online sales training
Leading organizations are moving beyond one-size-fits-all webinars to more blended and interactive approaches. Research indicates that 93% of organizations with highly effective sales training programs include some in-person, instructor-led component alongside virtual training (td.org). The most successful programs blend modalities – e.g.
- In-person sessions for kickoffs or hands-on practice
- Live virtual workshops for dispersed teams
- Self-paced e-learning for knowledge modules.
This combination leverages each format’s strengths: face-to-face training builds engagement and peer connections, while online modules offer flexibility and consistency.
Mobile-first learning has become crucial as well
According to Continu, around 67% of U.S. companies have integrated mobile learning into their training, allowing reps to access courses on phones or tablets. This meets salespeople where they are – often on the road – and boosts engagement (70% of learners feel more motivated training on a smartphone vs. a computer).
Effective online training content is typically short, interactive, and on-demand, so reps can consume it in the flow of work. Companies are using video demos, simulations, and gamified quizzes to make remote learning more engaging and memorable.
They also align e-learning content tightly with business goals and roles; 61% of L&D leaders say closing skill gaps is the top goal of training programs, so online curricula are being designed to target specific sales competencies and measured against on-the-job metrics.
Global and regional insights
The adoption of online sales training is a global phenomenon, though maturity varies. North America and Europe lead in e-learning usage, but emerging markets are rapidly catching up as digital infrastructure improves.
Mobile learning
It's especially vital in regions with many frontline or field-based sellers (e.g. Asia-Pacific and Africa), where smartphones may be the primary training device.
Gen Z sales reps
They are now entering the workforce worldwide – overwhelmingly expect mobile, on-demand learning (94% of Gen Z learners use smartphones for educational purposes).
The push for online training also stems from its scalability across borders: multinational companies can roll out unified sales training programs worldwide via LMS platforms, ensuring a consistent knowledge base for all teams. This global reach of e-learning enables consistent messaging and skills, while still allowing localization of content for regional markets when needed.
Effectiveness and ROI
A well-executed online training strategy can significantly improve sales performance and financial outcomes. According to Coninue, studies show that implementing e-learning can boost productivity and even revenue: 42% of companies reported that adopting online training improved their revenue by enhancing workforce performance.
IBM found that every $1 invested in online learning can yield $30 in increased productivity, thanks to faster skill uptake and reduced training time.
Cost savings are another driver – companies that move sales training online save an estimated 30–70% on training costs by cutting travel, lodging, and workshop expenses according to TOPYX.
For example, replacing in-person seminars with virtual training sessions and self-paced modules eliminates travel downtime and allows reps to train without leaving their territory. Perhaps most importantly, online learning makes continuous development feasible, which correlates with better sales results.
Firms that provide ongoing training (rather than one-off yearly seminars) see 50% higher net sales per employee on average.
This is because skills are reinforced year-round and sellers can continuously refine their approach. Modern e-learning platforms also offer data-driven insights – linking training completion and assessment scores to sales KPIs – which help prove ROI.
Using learning analytics, sales enablement leaders can identify which training content correlates with higher win rates or shorter sales cycles and double down on what works.
All these factors make a strong business case for online sales training. As one industry summary put it, “Online learning dramatically cuts costs…and improves income. 42% of companies said online training increased business revenue.”
Global companies have transitioned to online-first sales training
For instance, a tech firm cited in training industry research found that switching from infrequent in-person training to a continuous digital learning program led to faster ramp-up of new sales hires and improved consistency in sales messaging across regions (td.org).
Another example is a Fortune 500 enterprise that leveraged virtual instructor-led training combined with self-paced e-learning; they reported their sellers reached full productivity nearly 5× faster than those at companies with traditional training, thanks to the blend of modalities and ongoing reinforcement.
These cases underscore that the best results come from treating online training not as a one-off event but as part of a “continuous learning journey” for sales reps.
In summary, online sales training – implemented with best practices like blended learning, mobile access, interactivity, and data tracking – is delivering proven benefits in efficiency, effectiveness, and scalability for organizations around the world.
Frequently Asked Questions
Why are companies shifting from traditional sales training to online formats?
Online sales training offers greater scalability, accessibility, and cost savings. With distributed teams and hybrid work models becoming the norm, organizations need flexible training that can be revisited anytime and aligned with real-time sales performance.
What makes online sales training effective?
The most effective programs use blended learning—combining in-person sessions, live virtual workshops, and self-paced e-learning. They also emphasize interactivity, mobile access, and role-specific content to keep reps engaged and improve retention.
How does online training impact sales performance and ROI?
Companies that invest in ongoing digital training see measurable gains. For example, IBM found that every $1 invested in e-learning returns $30 in productivity. Firms also report improved revenue, faster onboarding, and better alignment between training and KPIs.
Is mobile learning really necessary for sales reps?
Absolutely. With many salespeople working remotely or in the field, mobile-first training ensures they can learn on the go. In fact, 70% of learners say they’re more motivated when training on a smartphone, and 94% of Gen Z expect mobile-accessible learning.
How do organizations measure the success of online sales training?
Modern LMS platforms use learning analytics to connect training activities with performance outcomes. Leaders can track course completion, quiz scores, and their correlation with sales metrics like win rates, ramp time, and revenue contribution.
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