Bret Kramer is Vice President of Sales and Customer Success at Qstream. Sales enablement covers a variety of topics, but the question of training brings up the question of knowledge retention. Microlearning applies the science of the Testing Effect which says that taking a test on previously studied material and getting it right leads to better retention. It's not that sales training in itself ineffective, it's that how it's done is not yielding enough real-world behavior change. Microlearning acts like a consultant when the consultant isn't there by testing proficiency a couple of times each day, thereby increasing it.
HIGHLIGHTS
- The Testing Effect and science behind microlearning
- Correlating proficiency and sales efforts
- Branching out from pharma to wherever knowledge matters
- Reinforce learnings from conventional settings with microlearning
QUOTES
Bret: "Folks are worried about spending the dollar and it's going to be a little bit tougher so you've got to be ready, you've got to be prepared to answer the questions when they're asked, and you've got to take advantage of every minute you've got with those customers."
Bret: "There's so many topics that people are trying to get information into people's heads and make it stick. As long as it matters, as long as counting butts and seats isn't enough for you, then Qstream is a good fit."
Bret: "By doing this repetition, you are actually able to change people's behavior and how they think because of the way the science works. They're going to act differently when you set up not just product knowledge Qstreams, but set up sales Qstreams. How should you be selling? How should be reacting in this situation or that situation?"
Find out more about Bret in the links below:
More on Andy:
Connect on LinkedIn
Get Andy's new book "Sell Without Selling Out" on Amazon
Learn more at AndyPaul.com
Sponsored by:
Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io
Scratchpad | The fastest way to update Salesforce, take sales notes, and stay on top of to-dos | Scratchpad.com
Explore the Revenue.io Podcast Universe:
Sales Enablement Podcast
RevOps Podcast
Selling with Purpose Podcast
