Transitioning from an account executive to a sales trainer, or enhancing your skills as an existing trainer, requires a deep understanding of effective teaching and learning models. The Accelerated Learning Cycle, developed by The Teacher Effectiveness Enhancement Program (TEEP), offers a robust framework for designing sales training sessions that yield optimal learning outcomes.

The Accelerated Learning Cycle: A Four-Part Framework

The Accelerated Learning Cycle is structured into four phases, each critical to the learning process:

1. Connect
2. Activate
3. Demonstrate
4. Consolidate

Phase 1: Connect

• Engagement with Content: Begin by connecting the training content to the learners’ existing knowledge and experiences. This approach fosters a positive learning environment conducive to risk-taking.
• Purpose-Driven Learning: Clearly define the purpose of each activity to enhance engagement and motivation.

“In sales training, understanding the ‘why’ behind actions is crucial for meaningful engagement and learning.” – Train the Sales Trainer

Techniques for Connecting with Candidates

• Personal Engagement: Use stories, videos, and interactive elements to create a relatable and engaging environment.
• Active Participation: Encourage involvement through games, discussions, and group activities.

Adapting to Remote Sales Training

• Inclusive Online Environments: Ensure every participant is engaged, especially in remote settings.

Phase 2: Activate

• Problem-Solving: Introduce real-world sales challenges to stimulate critical thinking and engagement.
• Multisensory Learning: Employ various teaching methods to cater to different learning styles.

Phase 3: Demonstrate

• Application of Knowledge: Provide opportunities for learners to apply their knowledge in practical scenarios.
• Diverse Learning Methods: Utilize individual, group, and class activities to demonstrate understanding.

Phase 4: Consolidate

• Reflective Learning: Encourage learners to reflect on their learning and its application to their roles.
• Spaced Practice: Revisit essential concepts over time to reinforce learning.

Training Account Executives and Senior Sales Reps

Training AEs and Senior Sales Reps requires a facilitative approach rather than traditional teaching. For example:

• Session Example: The Disco Demo Meeting
• Preparation: Analyze real sales calls to identify best practices and areas for improvement.
• Facilitation Approach: Lead exploratory discussions, focusing on facilitating knowledge rather than direct teaching.

Engaging Games for Sales Training

Incorporate games and activities to enhance learning and connection:

1. Team Building: Games like ‘Two Truths and One Lie’ foster team cohesion.
2. Skill Development: Tailor games to develop specific sales skills, such as objection handling or prospecting.

Conclusion

Designing the perfect sales training session involves a strategic approach that leverages the Accelerated Learning Cycle. This model facilitates a comprehensive learning experience, enabling sales professionals to transition effectively into trainers and enhancing the skills of existing trainers. By following this structured approach, you can create impactful, engaging, and effective sales training sessions.