Monthly Archives: December 2017
John Elsey, President and CEO of Richardson
As the CEO of Richardson sales training, I have the pleasure of speaking to some of the world’s top sales leaders as we support them in driving profitable revenue in their respective organizations. Each year, these sales leaders face a host of challenges as they navigate people, process, and technology to deliver their number. 2017, in particular, delivered a dizzying pace of change that demanded agility from sales leaders who needed to assess their options quickly, distill what matters most, and in many cases, make bold moves to stay ahead and take advantage of opportunities in their markets.
May the joy of the season stay with you throughout the year.
In our last post, we reviewed groundbreaking research from The University of California, Irvine. Researchers studying the “pretesting effect” determined that taking a test before exposure to the material enhanced learning, even when participants answered questions incorrectly. The act of pretesting outperformed the experience of having more time to study or even reading the test in advance. When learners put pencil to paper and attempted to retrieve information, they became more receptive to the content later. Their findings were definitive across five different studies. However, one question remained: why does pretesting work?
The Importance of Pretesting in Sales Training
For most learners, the goal is to “ace” the test. Recent research, however, shows that the goal should be to just take the test.
Traditionally, tests serve as a tool for measuring what we know. For most of us, this kind of assessment instills anxiety, but a study published in the Journal of Experimental Psychology may finally lay that anxiety to rest. Researchers from the University of California, Irvine have uncovered what they call the “pretesting effect.”
Many companies cobble together programs to onboard new sellers from existing company materials. The result looks like a hodgepodge because it is one. A company history. Compliance training. Technical reviews. Digital devices. A two-day sales program. There’s little consistency, and these companies are challenged to keep their curriculum up-to-date and to understand how everything should link together in order to create a greater impact.
As part of our ongoing effort to bring you the latest thinking in the sales performance improvement space, we are issuing Richardson’s Annual Selling Challenges Research Study. As a thank you for your participation in this brief, 13-question survey, you will receive a free copy of the final report – including our insight and analysis of how to address the top selling challenges in 2018.
If you’re a Sales or Learning leader and would like to send your team a personalized survey link so that we can provide you with a specialized report of your team’s results, please click here to email us.