Traditional sales training in SaaS software uses dense slides, fast-paced sessions, and heavy role play. It has paid less attention to global and diverse perspectives until recently. 2Win has maintained a firm commitment to accessibility since its inception, and it is a secret ingredient to our success. Underlying all of our training is that it applies to all audiences. As sales training leaders at the forefront of accessibility, we would also like to discuss new considerations in accessibility for sales and presales training.
Human-centered training is beyond learning styles and is a holistic approach to how people learn, process, and participate across lines of culture, neurodivergence, and individual agency.
We are introducing three lenses of accessibility in sales training: cultural inclusivity, neurodiversity, consent, and psychological safety.
How we sell is cultural. The way we pitch, handle and understand objections, and interpret enthusiasm and politeness is subject to culture. Nonverbal and verbal communication vary from country to country and even from person to person; many programs reflect this nuance. Training must consider culture first when you want to maintain consistency in sales and presales communications.
Culture considerations include communication norms, role-play dynamics, and content relevance. In terms of communication norms, cultures vary in assertiveness; it is helpful to understand where to be direct and discreet. Presales and sales training include lots of role play. It is important to consider participant comfort level when acting out scenarios in front of peers due to hierarchy, language fluency, or fear of “losing face.” Lastly, and most obviously, using examples, case studies, and phrases is not universal.
2Win adapts delivery based on region, meaning translating key concepts or customizing examples to align with local markets. We often run training cycles across time zones, and content and communication will shift from EMEA to APAC teams. Where we deliver in-person training, we ensure we use local or native speaking facilitators. Soft skill training foundations ensure that the sales teams are all aligned and will perform at the same level by the end.
Neurodivergence includes conditions such as ADHD, autism, dyslexia, and anxiety, and impacts how individuals absorb information, interact, and regulate focus and emotion. It is more common than you might expect, with 15-20% of the global population considered neurodivergent. Many trainings miss the mark with delivering too much information, too fast, with dense slides and long periods of information without breaks. This quite simply does not work for some learners.
2Win is dedicated to accessibility for all learners, and we ensure that our materials are not overstimulating and are paced to account for maximum absorption and retention. Our participation formats are varied from online and self-paced to the masterclass format. Frameworks like Tell-Show-Tell and CDIM are structured, predictable, and repeatable, ideal for learners who require clarity and consistency. We also support hybrid training options, visual learners, and asynchronous coaching through our AI Coaching Agent, allowing reps to practice independently.
This is one of the most nuanced considerations in training. Not everyone will feel safe to perform in front of others in role-plays. Consent in training means giving learners choice and control over how they engage. That could mean opting out of live role play, declining to share personal experiences, or pausing a training if they feel overwhelmed. A surprising number of training programs pressure participation in ways that may make learners uncomfortable.
People learn best when they feel safe. Many of our participants learn best by observing others, and our Masterclass Coaching Style is designed with this in mind. It offers space for people to actively practice or observe based on their learning style. In all of these instances, consent to participate (or not) builds trust within a group, a core foundation in all sales. All trainings commence with clear boundaries and options, including explicit instructions to let learners know that feedback, participation, and sharing are all invitations, not requirements, and are a way to gain trust and obtain consent.
2Win develops learning materials, exercises, and sales tools that include all individuals, regardless of their physical, cognitive, or sensory abilities. Our visual materials are compatible with screen readers, our videos have captions, and all images have alt text. We also do not have joined rows which also accommodate screen readers. Our font sizes and colors accommodate those with visual impairments and are at least 2.1 AA compliant, and we aim for AAA, on the WCAG compliance scale. However, 2Win accommodates learning opportunities using chat functions, where English is not the first language. We also offer translations in core languages on demand.
Our Masterclass format naturally adheres to Universal Design for Learning (UDL) principles. The teaching method is flexible and interactive in that participants engage with content in multiple formats, from large group meetings, at-home exercises, and videos, and users can learn and demonstrate understanding in various ways. Our facilitators are trained to intuit where students are ready to move on from concept to concept.
Creating accessible training where learners feel safe, seen, and supported, they retain skills longer, perform better under pressure, and feel more connected to their team and culture. Accessible training is a driver of scaling. At 2Win, we meet learners where they are through designing training that reflects global and neurodiverse teams and creating safe environments. Inclusive sales training is more effective sales training.
Learn more about our programs here.