Reps will forget 70%+ of what they learn within a week of training (Gartner)

Reps will forget 70%+ of what they learn within a week of training (Gartner).

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A week!

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And it's 87% within a month.

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Your sales org is likely making huge investments in PipeGen right now. You're leveling up SDRs. Enabling AEs to self-source more pipeline through outbound.

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All of that work is a complete waste of time if you don't build in a "make it stick" rhythm.

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Here’s a 4-part framework we use to help our clients increase qualified opp creation by 20%+ on average:

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✅ 1) Train

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The two most overlooked parts of training: simplicity and tailoring.

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Whatever you teach must be simple. We call this "eating complexity." Workflows and tools should be easy to use and follow.

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Second, the training must be tailored by segment and role. You can't give generic outbound/sales training to AEs, BDRs, and AMs. You can't give the same advice to an SMB and an enterprise rep.

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Reps should leave a session wondering, "How does this apply to me?"

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Do that work for them.

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✅ 2) Practice

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Every training session should be interactive, workshop style. Retention is much higher when practice happens immediately after learning. Leverage breakout rooms during enablement sessions.

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Shoot for 10-15 min. of learning and then 10-15 minutes of doing.

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Managers should facilitate practice in part of their 1:1s and weekly team meetings. Bonus points if managers schedule a regular stand-up to practice new techniques.

Stop practicing on prospects.

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✅ 3) Observe

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The biggest mistake here: coaching reps based on their memory of what happened vs. what ACTUALLY happened.

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An unskilled rep is unconsciously incompetent. In other words, they don't know what they're not good at.

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You can't rely on a rep to tell you how things went, then coaching them to that.

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You need to watch it live. Outbound calls need to be recorded. Look at their emails.

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Every manager should spend deliberate time watching their reps out in the wild.

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✅ 4) Coach

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This is where the magic happens. You need deliberate coaching during 1:1s.

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We recommend having at least a bi-weekly 1:1 that's dedicated to coaching vs. deal/pipeline reviews.

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Your managers need enablement on HOW to deliver great coaching.

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Spend time coaching the coach.

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~~~

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This 4-part framework has helped our clients like Shopify, Gong, Rippling, and more get great results from training programs.

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