How do you take “the classroom” and convert it to “real world experiences?” What’s the best way to do this at scale across a sales org?

Theory provides the groundwork and techniques in an ideal setting, while practice applies these concepts to the unpredictable real world, especially in fields like sales. To bridge theory with real-world experience, break down classroom-taught skills into practical applications for daily interactions. What is the skill that's being taught in the classroom and where else can it be used, outside of the sales process? Negotiation, executive presence, conducting discovery, etc. are all skills that c ...Read More

I very much understand how this is difficult, especially if you have a distributed workforce and if budget constraints don't give you the ability to get folks into one place. I'll share a common approach that my peers from across the industry use (since I focus mostly on content) that can help set this up for success: When: Try trying these real-world experience workshops during times when you do have some sort of gathering. Perhaps that's SKO or a bi-annual regional meetup. Work with leads to e ...Read More

How to convert ClassRoom Enablement into 'real world' experiences Effective account discovery can be the subject matter to be trained on. Normally these enablement sessions would use case studies based on potential experiences that could happen during the account discovery steps, giving insight but no "real world" examples. To convert your training you can do this in five simple steps. 1. Use an example case study - this is to expand on techniques for effective discovery. 2. Get each attendee co ...Read More

In-office, remote, and virtual training is all part of corporate learning, post-pandemic. Enablers need to think about, and design, learning that is effective across learning environment & geography. For this to be effective and for the skills to translate out into the 'real world', enablers need to: Balance knowledge transfer (theory) with hands-on practice (application) Provide learning 'in the flow of work' - when the employee needs or requires it the most Inject small, consumable learnin ...Read More