Most salespeople who get “live” or traditional LMS training struggle to remember new information for more than a few days, let alone use it successfully over time.
So what happens? Most revert to their old habits and familiar sales methods.
They also don’t present new products or services because they can’t effectively remember the new information.
Why? Because learning is a brain process: the brain writes a program to process information and thought in order to produce a result. Old habits are automated processes that have become “hard wired” in the brain. To really change behavior, new brain circuitry has to grow. Using the new circuitry over time is the only way to “over-write” the old programs and root the new behavior into the sub-conscious, i.e. to “know it by heart."
BrainX’s Personalized Learning System engages what is known as Rapid Adaptive Reasoning Ability (“RARA”).
Why is this important? Because RARA frees up the brain’s “working memory” so it can consciously process information in a given moment, i.e. to “think on one’s feet."
Let’s look at what happens in the brain of a salesperson that has just had a few days of Live or regular LMS sales training.
He was presented with a new sales technique and is motivated and confident.
He and his sales manager both believe he will remember what he “learned” well enough to apply it at work.
He is supposed to use a new strategy for effectively overcoming a customer’s objection. To do so, he must keep the following in his “working memory”:
At this point, most salespeople are already out of working memory capacity.
If any new factor is added (likely it will be) the salesperson’s brain has no choice but to dump something to make room for the new item. SOMETHING IMPORTANT WILL LIKELY BE LEFT OUT.