30 Minutes to President's Club | No-Nonsense Sales

The Science of Sales Training: What Top Teams Do Differently (Lead Playbook)

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.

34:28

AI Summary

AI Chapters

Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Effective ongoing sales training requires assessing team capabilities and cognitive load to tailor appropriate training methods.

Integrating reinforcement strategies into existing weekly rhythms enhances training retention and fosters a culture of continuous learning.

Deep dives

Ongoing Training Philosophy

Effective sales leadership requires a dedicated approach to ongoing training for sales teams, moving beyond just initial onboarding. It is crucial to create a consistent training culture where sales reps can improve their skills regularly rather than being overwhelmed with information at once. Leaders must prioritize understanding how their team learns and develops, assessing both capability and cognitive load to determine suitable training. Without a well-defined training philosophy, sales leaders risk falling short in developing their team's abilities over time.

Intro

3min

Navigating Cognitive Load in Sales Training

4min

Evolving Sales Training Strategies

14min

Enhancing Sales Training Through Structured Reinforcement

2min

Strategies for Effective Sales Training and Accountability

5min

Mark and Armand walk through the steps needed to provide effective ongoing training to your sales team.

ACTIONABLE TAKEAWAYS

Use a capability & cognitive load matrix to decide what to focus your training on
The best person for the job to be running that training and sales enablement is the most respected rep or manager on the team
Train your managers before you train your teams
Establish existing weekly rhythms then drop the reinforcement into one of those existing rhythms so you're not adding new meetings

RESOURCES DISCUSSED

Get the Snipd
podcast app

Unlock the knowledge in podcasts with the podcast player of the future.

AI-powered
podcast player

Listen to all your favourite podcasts with AI-powered features

Discover
highlights

Listen to the best highlights from the podcasts you love and dive into the full episode

Save any
moment

Hear something you like? Tap your headphones to save it with AI-generated key takeaways

Share
& Export