IT’S ABOUT LEARNING!HOW TO DELIVER MORE EFFECTIVE TRAINING

Marcus Latour, Director of Sales EnablementeFolder

EFFECTIVE TRAINING

• Transforms the Learner

• Changes Behavior

• Creates Measurable Outcomes

MY STORY

• B2B Sales & Marketing Background

• Masters DegreeIndustrial/Organizational Psychology

• Passion for the work My Father

SALES ENABLEMENT

Performance improvement through people, processesand tools

Today’s B2B Sales & Marketing Landscape

Productivity Tools Complicated CRM SystemsExplosion of Content

Sales Effectiveness is About Your People

“The only sustainable competitive advantage is an organization's ability to learn faster than the competition.”

--Peter M. Senge

MIT

How can you improve learning in your

Sales Organization?

‘Content-First’ Training

• Dense content

• Delivered in power-point

• One way transmission from Subject Matter Experts

What ‘Content’ Training Looks and Feels Like

HOW LEARNING GETS DERAILED

The Answer?

…It has to do withhow Human Memory works

Immediate Memory

Sights and SoundsBrief storage of milliseconds

Short-Term Memory

Limited capacity (processing center) Easily overloaded (e.g., cognitive overload)

Human Memory

Long-TermMemory

Limitless capacityLong-term retentionBehavior change

The Challenge of ‘Content-First’ Training

How Your Learners Might Feel…

What’s Our Alternative?

LEARNER-CENTERED TRAINING

1. Make it Participatory

2. Engage all Learning Styles

3. Immediate Application in Workplace

Learner-Centered Training

eFolder Examples

#1 – Regular Roleplays

#2 – Roleplay Automation (SharperAx)

#3 – Gamification (Learning Tournaments)

#4 – Active Learning Exercises

“CustomerPain PointsStorytelling Exercise”

#5 – Learning Retention Exercises

Online Games

#6 – Peer Learning

FridayDemo Days

#7 – Product Certifications

Recommended Resources

Association of Talent Development

• “Designing Learning Certification Program”