30 Minutes to President's Club | No-Nonsense Sales The Science of Sales Training & What Top Teams Do Differently | 30MPC Playbook (Lead)
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Dec 12, 2024 Mark and Armand delve into the essentials of effective sales training. They emphasize the importance of ongoing training beyond initial onboarding. Utilizing a capability and cognitive load matrix can enhance focus in training. Engaging respected team members as trainers boosts credibility and effectiveness. Managers should be trained first to ensure a solid foundation. Integrating reinforcement into existing rhythms prevents added stress from new meetings. The discussion also touches on balancing education with entertainment for better retention.
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Rep Assessment Matrix
- Assess rep capability and cognitive load before training.
- Consider how much information they can absorb and how skilled you want them to become.
Cognitive Load Examples
- Low cognitive load is simple, like changing a button's position.
- High load involves replacing deeply rooted behaviors, like discovery calls.
Training Delivery
- Keep training close to the reps for better effectiveness.
- Smaller teams can train together, while larger teams should disseminate training downwards.