Our mission: advance the sales profession
You've probably heard 87% of training is forgotten in 30 days without reinforcement. This comes from a 1979 Huthwaite study published by the ASTD in 2004. An earlier study by Ebbinghaus found 64% of learning is forgotten in only 6 hours.
Sales trainers know this statistic and cite it to sell refresher courses. But we wanted to know how to avoid the 'Forgetting Curve' altogether. To find these answers, we needed to investigate how the brain works.
Dr. Hermann Ebbinghaus
Research from scientists at The Royal Society found the adult brain is elastic. It creates new grey matter to store data, but deletes it just as fast if learning isn't applied. This use-it-or-lose-it model is known as neuroplasticity.
It means training that doesn't include immediate hands-on application can't turn into long-term memory or reflex. It's biologically impossible. This amazed us.
We also discovered learning needs to be delivered differently if the content is knowledge vs. skills.
The brain runs on electrical units called Hertz.
Knowledge is absorbed via Alpha brainwaves at 8-12 Hz. Alpha waves occur when a person is in the mood to read, listen or watch material at their own pace.
Skills are learned via Gamma waves at 30-90 Hz when a person feels pressure to perform on-the-spot —which creates mental muscle memory.
The teaching format for knowledge and skills must match the required input formats of the brain, or it won't make a lasting difference.
The sales effectiveness industry churns out product in a format that suits the training companies, not the learners.
A pedagogy (training style) of eLearning, videos and smartphone quizzes helps knowledge, but cannot improve a person's skills. It's a neurological impossibility.
Classroom seminars build neither knowledge or skill.
Salespeople need an Alpha format to absorb knowledge, and a Gamma format to develop skill.
Ready to modernize your sales training?
AREAS OF INTEREST
WHEN IT'S NEEDED
ROCKET Coaching Software
ROCKET Launchpad for Sales
ROCKET Cockpit for Coaches
ROCKET Commander for Executives
ROCKET Mission Control for Sales Operations
Professionalism in Sales Management (PriSM)
Selling to the C-Suite (S2C)
Target Opportunity Selling (TOS)
ROCKET for Secret Shopper programmes
Sales Manager Effectiveness Assessments
Sales Opportunity Clinics (deal reviews)
ROCKET LaunchpadGO (Android & iOS)
Revenue Growth Audit & Consulting
Sales Methodology Training
ROCKET for MiFID II Compliance
ROCKET Outsourced Coaching
ROCKET Internal Coach Certification
ROCKET Implementation Services
Selling Professional Services (coming soon)
ROCKET for Recruitment Screening
Meeting Strategy & Rehearsal (pitch doctor)
Fetcham Park House, Lower Road, Fetcham, Surrey KT22 9HD
SalesLabs (International) Limited
Reg: 08385678 | VAT: GB170778876
8 Rue Des Francs Bourgeois
58000 Nevers, France
> PASCAL GUYOT
UNITED STATES of AMERICA
4670 Regency Trace
Atlanta GA 30331
> JOHN HARRIS
Habarzel 3 Ramat
Hachayal Tel Aviv 69710 Israel
> EREZ ALMOGI
PEOPLES REPUBLIC of CHINA
L5, CBD Int'l Mansion, 16 Yong’An Dong Li Rd, Beijing, 100022 China
Sales Transformation Consultancy & Keynotes