Lesson 3: Strategies to Improve Learning Retention


In the fast-paced world of sales, sales reps are expected to acquire and retain new information at a remarkably fast pace. It is sales enablement’s responsibility to ensure that sales reps are set up for success by delivering effective sales readiness programs. So, how can sales enablement ensure that learning sticks after the learning experience concludes? This lesson covers how each of these factors impact retention, and strategies to promote long-term learning:

  • Science: How information is accepted and retrieved all comes down to the basic science of the brain. Sales enablement can take advantage of this knowledge to create strategies that increase the likelihood of information retention.
  • Theory: Malcolm Knowles’ theory of andragogy outlines the six pillars of adult learning, as well as strategies sales enablement can use to appeal to adult learners in sales readiness programs.
  • Art: Designing an environment that is supportive of learners’ needs opens people’s minds to information being shared and can increase the likelihood of retention.
  • Experience: Utilizing practice and feedback turns information into action, thereby increasing retention rates and long-term learning.


Retention is essential for sales readiness programs to produce business impact. By utilizing science, theory, art, and experience, sales enablement practitioners can create more effective sales readiness programs, and ultimately drive business success.


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