Sellers are unique learners: they require more than a corporate LMS
According to Gartner, B2B sales reps forget 70% of the information they learn within a week of training, and 87% will forget it within a month. Sellers must be treated differently as learners.
Attention Spans
Sellers have shorter attention spans and knowledge retention than other employees. They need continuous learning and reinforcement to keep up with buyers and their needs.
Market Factors
The market, not the company, dictates a seller’s behavior. Factors change in their world so quickly, and it’s hard to keep up with all the training they need. In some industries, sellers may also need to quickly change behavior or understand a shifting landscape due to regulatory changes.
Inherent Priorities
Sales people prioritize differently. Due to the nature of their work, they will inherently prioritize closing business over engaging in training programs.
Right now, we have to be very adaptable to things that are changing. The way people learn is very different. There is still this propensity to make a PowerPoint but that just doesn’t work for training anymore.
Why companies are moving from learning management systems for sales to a sales readiness platform
A traditional LMS is focused on predictable, static content, but sellers need a sales enablement platform that allows them to keep up with dynamic, ever-changing selling conditions.
Key aspects of training and enablement
The curriculum, topics, and content that sellers need to be enabled on is dynamic, with the day-to-day role of a seller much more prone to external factors beyond the predictable curriculum the LMS is built for.
Curriculum
Sellers need to focus on a mix of both internal & external training — from internal process and compliance training, to training on market updates, soft skills, and sales methodologies. While LMS functionality predominantly focuses on internal training, external training requires a different approach, including reinforcement and hands-on practice.
Focus
The cadence for company-wide training delivered by an LMS is largely scheduled, from yearly privacy updates, to workplace safety reminders. Since selling conditions are always changing, sellers need a platform that enables them just in time, on an ongoing basis.
Cadence
Since the LMS is largely designed for company-wide training, which has a scheduled cadence and predictable curriculum, learning time is typically more dedicated. Sellers, on the other hand, are more often on-the-go with schedules at the mercy of customers and prospects. The time they have for learning is fragmented, which requires flexible learning that LMSs just aren’t built for.
Learning time
Sellers need individualized learning to elevate their skillset and make them effective in the field. Factors like years of experience selling or in the industry have an impact on what they need to learn, making individualized learning paths a key element to success that the LMS is not able to provide.
Audience needs
How sellers learn
You’re probably familiar with the 70-20-10 model, but with an LMS focusing solely on formal training, how are you enabling your sellers with the remaining 90% of their learning and development? With Mindtickle, you can tackle formal, informal, and on-the-job sales training — all from one platform.
Informal
Gamified Spaced Reinforcement
Realistic AI-Powered Role-Plays
Individualized Sales Coaching
Formal
Courses & Curriculums
Informal
Gamified Spaced Reinforcement
Realistic AI-Powered Role-Plays
We have direct evidence that sellers who have a higher level of engagement, including their Mindtickle training and communications completions, are 50% more likely to exceed quota.
Take sales enablement and training to the next level with Mindtickle’s Sales Readiness Platform
Mindtickle enables organizations to tackle sales enablement challenges head-on through a comprehensive set of capabilities that are built specifically with the unique learning needs of sellers in mind.
The world’s leading revenue teams use Mindtickle
It’s time to say goodbye to one-and-done training and deliver the perfect training for every rep.
