Does Your Environment Inhibit Learning?

We have all noticed that some salespeople cease to grow because they cease to learn. Recent studies show that there are environmental factors in which learning cannot produce significant personal growth. The seven key factors found in learning programs that improve the learning environment and therefore stimulate development are:

1)     Create an environment where salespeople feel supported. In a sales setting, the manager can either reinforce or hinder behavior changes. For this reason, managers need to be trained in how to support learning.

2)     Fostering experimentation and creativity while training encourages change. When salespeople have fun they learn fast and well.

3)     Salespeople should be treated as peers whose opinions are honored and appreciated.  A manager can learn as much from salespeople as salespeople learn from the manager.

4)     Use self-directed learning to reinforce the training. Salespeople must take responsibility for their own learning and have the needed resources available to them.

5)     Salespeople should be challenged just beyond their present level of ability. Measuring their pre-training skill level is required. Experienced salespeople are encouraged to share their knowledge with less-experienced salespeople.

6)     Create an active involvement in the learning through interaction, exercises, role-plays and games.

7)     Include regular feedback mechanisms that tell management what has been learned and what is yet to be learned. Assessments, manager observations and peer feedback are examples.

Optimal learning environments, where salespeople learn best, included more examples of these seven key factors. Check Out Our Sales Support!