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Spaced Repetition is the Key to Sales Training Reinforcement

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  When sales training efforts fail to deliver desired performance improvements, the likely culprit is lack of follow-up after initial training.  Without sales training reinforcement, reps start forgetting what they learned almost immediately — within a month, over 80% of it! But with complex relationships to manage, deals to close and quotas to hit, sales professionals can’t sit and study all day.  How do we ensure sales reps internalize critical knowledge without draining their time and patience? Spaced repetition overcomes the so-called “forgetting curve” because it moves new knowledge into long-term memory by flagging... Continue Reading

A Single Trick You Learned in 3rd Grade Can Help You Master Sales

At this point we’ve probably all heard the advice about cramming the night before a big test: You’re wasting your time since the human brain isn’t equipped to take on so much information at once. You would do better to relax and get a good night’s sleep. This actually isn’t true. There is a common misconception that cramming the night before is the wrong way to go about acing a test.  According to Robert Bjork, psychology department chair at UCLA and a top expert in human learning and memory, cramming can actually... Continue Reading