Make Your Sales Training More Effective Through Audio Reinforcement

Do you use audio reinforcement within your sales training? If not, maybe you should because of its positive impact to performance. Remember, CDs are not just for listening to music.

How many of your employees have Ipods or CD players in their cars? Probably most of them use this technology on a regular basis. Then, how are you leveraging their technology behaviors specific to your sales training? If your answer is your not, then maybe you need to change your paradigm about CDs.

Let me ask you a very quick question. What is 10x10? Of course, you probably said 100 in your brain without even thinking. Then what is 25x24? Did the answer come as quickly if at all? Why not? Simply speaking, you practiced over and over again your addition tables, subtraction tables, multiplication tables and division tables until the answers were instantaneous. All of these tables went up to 12. Probably somewhere in your experience, you actually did multiply 25x24, but you did it only once or twice and possibly years apart.

This type of learning was called rote memorization. And it is still the most effective long term cognitive way to learn. However, today we call it spaced repetition in the corporate education, training and development industry. Instead of flash cards that are still very useful, we have computer programs and audio programs through Compact Discs (CDs) now to use within our sales training.

Educational research with the training and development industry suggests that a one time exposure to a learning event results in 2% long term cognitive (memory) retention after 16 days. What this means if I do not hear that learning objective again or have the opportunity to apply what I have just learned, in 16 days I will remember 2% of what I have learned. Also, that memory may eventually disappear.

However, if I as the learner receive numerous exposures to that learning event within a structured time frame such as once a day for 5 days, I will potentially remember 65% of that learning event from anywhere of 15 years to life. This is why we know our tables, the scientific symbols and even those ridiculous commercial jingles such as: Two all beef patties, special sauce...

Space repetition or rote memorization as a learning strategy allows us to go from being consciously competent to unconsciously competent. We actually know something without thinking. The memory is so deeply entrenched into our brain that we cannot forget it. When training and development is structured to incorporate this learning strategy, long term cognitive retention increase.

To make your sales training more effective and effective remember to include audio reinforcement. Leverage your employees technology behavior with sound educational research. You will truly be surprised by the results.

Do you want more sales? Then register for FREE professional sales skills assessment http://www.processspecialist.com/sales-skill-assessment.htm.

Are you where you want to be? To find out where you are, then M.A.P. for Success, a FREE email course may help you begin to chart a course of business, professional or personal success. Visit http://www.processspecialist.com/action-plan.htm.

Please feel free to contact me, Leanne Hoagland-Smith, Your Chief People Officer and Business Coach, who works with individuals and organizations that are tired of not being where they want to be and truly want more for their businesses and their selves. 219.508.2859

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This entry was posted on Tuesday, July 8th, 2008 at 9:52 am and is filed under Sales Training . You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.