Lesson 1: Understanding Your Learners: Factors that Impact Training Success


Sales enablement has a responsibility to make the process of developing expertise as smooth and effective as possible for sales reps. Beyond just the information they need to succeed, learners need to have the right skills, motivations, and environment in order to turn learning into real-world action. It is essential for sales enablement to identify where gaps in each might exist, and how learning design can be used to overcome these. This lesson covers how each of these four factors plays a role in learning, and some strategies that can be used to reduce learning gaps:

  • Knowledge: Understanding knowledge gaps for sales reps – both declarative and procedural – allows sales enablement to utilize prior knowledge to bridge gaps faster and more effectively.
  • Skills: By providing the structure for learners to practice skills and obtain feedback during a learning experience, sales enablement ensures that learning can be transferred to real-world action.
  • Motivation: Embedding sources of motivation into the learning design can encourage everyone to enter the learning experience with a positive mindset and remove mental roadblocks.
  • Environment: Creating an environment that supports and empowers learners to grow ultimately improves the effectiveness of learning and the likelihood of retention.


Understanding learning gaps allows sales enablement to gain visibility into where learners might be struggling, and design learning experiences that address these areas effectively. A successful learning experience arms learners with the practice, support structures, and willingness to change that they need to perform tasks more effectively. By creating learning environments that are supportive of learners’ needs, sales enablement can ensure that participants will leave the learning environment with the tools they need to succeed in the real world.


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