Six Vital Questions for Evaluating Sales Learning SuccessInformal learning is intuitive and natural. It’s what people do every day when they access Google, YouTube, Yelp, and TripAdvisor.
Yet most sales onboarding and training programs still focus on traditional formal learning approaches. As a result, 90% of sales learning is formal—the reverse of how people learn in their daily lives. Instead of supporting the salesperson’s entire lifecycle, formal learning approaches focus on lengthy, concentrated training episodes that are impossible to remember and don’t transfer to the field. As a result, salespeople often fail at their jobs, threatening revenue and increasing turnover.