Sales Development Success

We often get calls asking us to “please do a sales training workshop” and we inevitably say no. Not because we don’t want to do the work, we love what we do, but because on its own we know a sales training workshop will achieve very little. ( Harvard Business Review )

We know that it’s vitally important to incorporate principles of adult learning theory in any training program. It is the foundation to ensuring a successful transfer of skills from the training program back to the workplace and it is this transferring of skills that is so important to us.

So if you have not met him then let me take a moment to introduce you to Benjamin Bloom. Bloom’s Taxonomy was developed by Benjamin Bloom and a team of education psychologists and refers to a classification of the various learning objectives that are set for participants in a training program. Bloom’s Taxonomy identifies six categories (levels of learning) from simple to complex within the Cognitive Domain. See diagram.

For adult education to be effective, organisations must make sure that they have a training program in place that encompasses all the levels of Blooms Taxonomy.

Training in the classroom will impact levels 1 and 2 (and possibly 3 if done properly) but will not make it to levels 4 and above. To impact these levels we must have a coaching culture, tools for learning on the job and a well-structured eLearning program in place. It is in effect using the 70:20:10 approach to learning.

Once all the pieces are in place then one of the best ways of ensuring that your sales team are able to move up through levels 4, 5 and 6, is to have an effective sales coaching culture. It’s making sure that managers know how to coach, as well as what to coach.

So if you are investing money in developing your sales team, then make sure you have a clear picture of how you will successfully transfer the skills from the training program back to the workplace. Ask yourself - How am I implementing a 70:20:10 approach to my sales teams development? How are we going to coach what they have learnt?

Bloom Taxonomy in Sales