Readers of our previous article how to avoid the “AI Circle of Sorrow” know that its rarely just one thing that needs to be fixed to max sales success. Great training is one of the pillars to a successful sales team.
But what do you do after that amazing, energetic, “could sell ice in Greenland” inspirational, can-do trainer has left the building?
Your team needs to apply those awesome lessons, strategies, playbooks, sales cadences, tips and tricks. Luckily you can count on 100% training class retention, right?
The stats are stark: A staggering
Sales reps forget 70% of the information they learn within a week of training, and 87% will forget it within a month. Gartner – How sales training and technology has changed
This isn’t just a knowledge gap; it’s a direct hit to your bottom line/training investment. It can also be a significant part of your sales team churn rate.
So, how do you ensure your sales team not only retains new training, but actively applies it to drive sales success? The answer lies in a strategic approach to post-training reinforcement, deeply integrated with your existing IT infrastructure – and increasingly, supercharged by AI.
Post-Training Reinforcement
Sales training isn’t a one-and-done event. It’s an ongoing journey. When your sales team learns how to leverage your AI enabled Smart CRM, sales enablement platforms, and other tools, the goal is not just understanding, but habit formation. Here’s how to make that happen:
- Continuous Reinforcement & Microlearning: Break down complex sales learnings into bite-sized pieces. Deliver these via your Learning Management System (LMS) or sales enablement platform (CRM), using quick quizzes and “boosts” at spaced intervals. This combats the forgetting curve directly.
- Tip Gamify it with your CRM and reward sales team members for continuing their learning. This also shows CRO’s who is putting the effort in.
- Integrated Learning & Workflow Tools: Don’t pull reps out of their workflow to learn. Instead, embed learning directly into their daily tasks. Think in-app guidance, pop-up tips, and context-sensitive help within your CRM. This “just-in-time” learning is highly effective, with companies integrating learning content into workflow being 3x more likely to have highly effective sales training (see Gartner, Forrester).
- Active Coaching and Manager Involvement: Sales managers are your frontline coaches. Empower them to review CRM data, observe training usage, and provide targeted, real-time feedback. Their involvement can improve training effectiveness by 44%.
- Tip Managers can have AI looking for training opportunities that fit each sales rep’s current development journey. It can then send suggestions to the salesperson without their manager sending it. For many younger salespeople they like this approach better and are more receptive to it.
- Post Training Knowledge Gamification and Incentives: Make learning and IT system adoption fun! Leaderboards, badges, and friendly competitions can significantly boost engagement. Gamified microlearning courses boast completion rates of 80% or higher.
- Performance Measurement & Feedback Loops: Continuously monitor KPIs related to IT system usage (e.g., data quality, activity rates) and sales outcomes. Use this data to refine training, address pain points, and demonstrate the ROI of your efforts. Improved CRM adoption stats show that 90% of companies report higher sales rep productivity.
- Tip- Alignment matters as well as strategy and planning. Best practices show that new sales training works best when you have the IT systems setup to reinforce the training. Here is our new sales process and here is how our CRM will support you every step of the way.
- T-p-Invest in a CRM that your reps do not have to enter calls, video meetings, emails or LinkedIn messaging. AI enabled CRMs can save reps 25% of their daily time and CRO’s see meetings immediately, not if a rep enters it. HUGE uplift.
The AI Advantage: Supercharging Your Post-Training Strategy
Imagine having your AI enabled smart CRM absorbing all the training materials before your team starts it, sets up each training module with reinforcement schedules, rep process triggers and system automation inside your CRM, before the training starts. Now reps are using it the right way the first time and going forward. Retention rates soar and alignment sings like a well-tuned piano!
My top 5 “How can AI amplify your Post Training Retention Efforts”
| Retention & Application | How AI Can Reinforce Training |
| 1. Continuous Microlearning & Spaced Repetition | AI-Powered Learning Platforms: An AI-driven LMS can analyze a rep’s performance and knowledge gaps within the CRM (e.g., struggling with a specific feature) and automatically push relevant micro-modules or quizzes on that topic at optimal intervals. Example: If a rep consistently misses logging specific lead qualification data in Salesforce, HubSpot, Sentia the AI sends a 2-minute video on “Effective Lead Qualification in your CRM.” |
| 2. Integrated Learning & Workflow Tools | AI-Powered In-App Guidance: AI can detect when a user is struggling or hesitating within the sales system and proactively offer context-sensitive tips or walk-throughs to ensure they are using the right tools at the right time pursuant to their training. Example: As a rep creates a new opportunity in their CRM, AI detects an empty “Next Steps” field and prompts with “Based on this deal stage, consider adding ‘Follow-up Call Scheduled’ here.” |
| 3. Active AI Coaching & Manager Involvement | AI-Powered Coaching Analytics: AI can analyze sales call recordings and CRM activity to identify coaching opportunities, highlight areas where IT system usage could be improved, and even suggest personalized coaching points for managers and sellers. Example: AI flags a call where a rep didn’t update the CRM after a key customer objection, providing the manager a transcript snippet and suggesting coaching on “CRM hygiene post-objection handling.” Or the AI can auto send it based on pre-configured training criteria built into the system. |
| 4. Gamification & Incentives | AI-Driven Gamification Personalization: AI can personalize gamified challenges based on individual rep performance and goals, making competitions more relevant and engaging. Example: AI creates a personalized challenge for a rep to “Complete 10 highly rated lead qualifications in the CRM this week” with automated progress tracking and instant badge awarding. |
| 5. Performance Measurement & Feedback Loops | AI-Powered Predictive Analytics: AI can analyze CRM data to predict potential issues with data quality or process adherence before they become major problems, providing early warnings and actionable insights for training refinement. Example: AI identifies a pattern of incomplete contact records from a specific sales team or region, suggesting a need for localized training reinforcement on contact data entry best practices. Alternatively select a CRM that enters all the account and target data for the reps without their manual data entry requirement. |
Solid training starts with understanding where you want to go first. Then put a plan in place of getting there, by aligning your sales training and sales system to your chosen sales process.
By adopting a proactive, AI-enhanced post-training strategy, you can ensure your sales team not only retains new knowledge but genuinely leverages it to drive performance, increase productivity, and ultimately, close more deals. Don’t let your training investment fizzle – ignite continuous learning and empower your sales team for sustained success.
What do you think? How can AI reinforce sales training after the sale?
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