Increasing sales involves changing sales behaviors and changing behaviors involves rewiring of brain neural pathways. Really! When we work with your sales team, we approach your salespeople (and their brains) with multiple touch points, at spaced repetition, resulting in the strengthening of their neural pathways for improved skills and increased sales.
Why is that important? Because of how the brain works. (This is an excerpt from Knewton):
The learning process includes the following steps:
- Repeat steps 2-4 until…
Things that you do every day are considered to be “hard-wired” into your brain because those pathways have been strengthened over time. These apply to skills such as walking or eating. You no longer think about how to walk, you just do it.
When we first encounter a new skill (i.e.; sales skill), it seems very foreign to us. We don’t yet have the neural pathways in our brains to perform the skill. That is why our first time learning a new skill can often be an awkward and embarrassing experience. But this is a necessary step because that’s when our brains are creating the pathways that allow us to get better.
As we continue to practice the new skill, our brains automatically strengthen these new neural pathways. We start to perform the skill faster and more accurately and our progress accelerates. This is the principle behind the simple idea that the more you do something, the better you get at it.
Our typical sales development program:
- Includes instructor led training (highly experiential training with role play, drill-for-skill and strategy development)
- Is enhanced with a customized online learning track to lay the groundwork for concepts and language, and webinars to discuss real in-the-field experiences with the skills learned
- Potentially includes personal or group phone coaching, sales tracking, journal coaching, audio/video programming, weekly sales brew and more
To successfully change your salesperson’s behaviors (rewire their neural pathways), we utilize an integrated and repetitive process involving multiple learning modes. It works.