The New Frontier for Sales Training

Our attention spans are shrinking. Since 2000, our attention spans have dropped from 12 to 8 seconds. This officially makes humans rank worse than goldfish when it comes to our ability to focus, especially on things like sales training.

The lack of attention span is a result of the extreme amount of information that we all process each day. Being overwhelmed by so much data, blindly relying on the internet to find answers, and being targeted by all sorts of distractions is taking its toll on our way of remembering things. The digital overload is also having profound impacts on the way people learn.

Since two thosand, the Average Attention Span has dropped from twelve to eight seconds.

However, there are useful strategies to create engaging and successful learning experiences that can address individuals’ needs. The commonly used approach is to use a mixture of both face-to-face and virtual classes. One term defines this mix: “Blended Learning.” This method has already gained a strong foothold among sales professionals. Nevertheless, in the past few years, more innovative approaches, such as gamification, microlearning, and interactivity have entered the mix to make learning even more appealing.

Gamification: Who doesn’t like a good game?

If a supervisor asks their employees to do sales training, the chances are that the employees will complete it as expected. However, how much of that training knowledge will be retained? And, more importantly, to what extent will their behavior change afterward? Unfortunately, not much. This failure is not the result of employees lacking the capability to retain information. Instead, this is because conventional training is not suited to help them keep core concepts in mind throughout their daily work routines so that they successfully adapt their actions accordingly. One of the most effective methods for overcoming retention problems is by turning learning into a game. It will immediately change the entire perception of the newly acquired knowledge and have considerable effects on the results. Game-based training allows participants to be more motivated, more focused, and much more engaged. Attention levels are incredibly high when participants engage in playing games, and when combined with the intrinsic game dynamics and competitive forces, gamification facilitates both the acquisition and retention of new knowledge.

Microlearning: Tailored Nuggets of Knowledge

Researchers discovered that American adults can actively listen and focus their attention for 20 minutes. This is the idea behind microlearning, which consists of tiny 3 to 7 minute-long training nuggets to ensure that learners participate and stay 100% concentrated. Microlearning can either reinforce knowledge from a core sales training, as a self-standing learning tool on a specific topic, or it can take the shape of bite-sized learnings that link to a general, broader theme. Typically, there is a limit of only one or two learning objectives. The advantage is that it is easier for employees to digest these nuggets of knowledge since their length makes them much more manageable and bite-sized. This guarantees that nobody has to bite off more than they can chew.

employee participating in virtual sales training

Interactivity: Sales Training while Learning at Their Own Pace

Sales training must be highly engaging, and there are many methods to accomplish this goal. For instance, using interactive software that includes real-world scenarios, questions, and simulations, as well as feedback. In this way, digital learning empowers employees to learn in their own individualized style and to adjust their performance. Since they receive suggestions and feedback in real time, it is often more effective than other methods. These interactions enable employees to learn in their own particular style. Constant engagement in sales training pushes participants to react as well as reflect on their own. By doing so, both focus and motivation are boosted, as well as learning outcomes. To put it all in a nutshell, Confucius once said, “Tell me, and I forget. Show me, and I remember. Involve me, and I understand.” Fully involved employees learn. To learn more request our latest whitepaper below.

Sales enablement whitepaper, understand the shift from sales management to sales enablement


Astrid Menzl

Astrid Menzl

A Rennweg 1, 6020 Innsbruck, Austria E office@pdagroup.net T +43 (0)512 56 09 70

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