Lesson 4: Turning Learning into Action


As your sales readiness programs come to a close, some of the most important work is just beginning. Sales enablement is responsible for more than just teaching knowledge and skills in a learning experience – sales enablement needs to ensure that learning transforms into action. This lesson covers how to promote learning and change beyond your sales readiness program through:

  • Informal & Social Reinforcement: Only 10% of learning occurs during formal learning experiences, meaning sales enablement needs to also focus on promoting social and informal learning outside of the classroom.
  • Ongoing Learning & Follow Up: Providing support and follow-ups after learning sessions helps sales enablement remove on-the-job obstacles and bridge the gap between knowledge and action.
  • Coaching & Mentoring: Consistent coaching and mentoring are essential to enhance knowledge learned in sales readiness programs and ensure it is being applied in the workplace.
  • Assessments & Evaluations: The Kirkpatrick Model gives a useful framework for analyzing the impact of sales readiness programs and ensuring change.


Helping sales reps build on learning experiences encourages long-term change and produces the desired outcomes. Delivering a cohesive learning experience, both in the classroom and beyond, encourages participants to act on their knowledge and turn learning into business impact.


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