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The Power of Cumulative Practice

Posted by Gavin Matthews on 12/16/15 11:13 AM

Practice is an incredible tool for sales teams. What reps say is critically important to whether a deal closes or a prospect converts, and the better reps can share the right message, the more likely they are to see a positive outcome.

Yet, practice does not automatically get at what SiriusDecisions calls the #1 reason why reps fail to hit quota: the inability to articulate value.

Introducing practice to your organization is a great step forward to driving better alignment and understanding, but does not ensure that reps will remember or apply anything weeks later. Reps still forget most of the content within a few days. 

Similarly, just because a quarterback reads the playbook once a month does not mean that they can apply the right plays over the season.

So what is missing? Repetition through cumulative practice.

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Cumulative practice offers your team the chance to go beyond practice alone. 

The magic of practice forms only when practice is deliberate, repeated, and cumulative. This allows the greatest chance to truly cement concepts and to build upon what reps have already learned.

Back to the sports example – despite millions in endorsements and a demanding pro circuit, Rory McIlroy does not spend his free time signing autographs. Instead, you’ll find him on the driving range, practicing just as much as he did back when his career first started.

Why? The more often he practices and builds upon skills, the more likely it is that he will master more aspects of their game and win more often.

To truly accelerate learning for your reps, the chances to take concepts that they learned during onboarding or the latest product launch must be frequent. The most simple way to do this is to take whatever method you currently use for practice - perhaps a platform or even roleplay - and schedule it to be repetitious. Ensure that reps are engaging with practice every week or month, and create content to practice that builds upon existing skills.

 

CommercialTribe is proud that reps using our platform practice each scenario 7 times on average before submission. Yet, we’re more proud of that idea that the same reps are coming back into the platform repeatedly over their tenure to practice the same content again, building while learning something new. This dedication to cumulative practice helps reps produce incredible results – doubling pipeline values, boosting conversion rates across the pipeline, or hitting quota quarter after quarter.




About the Author

Gavin Matthews

Gavin Matthews is a CommercialTribe Product Owner and Director of Enterprise Integration. Previously, he worked in sales and marketing across leading startups, including Tidal Labs and Genius. Gavin is an avid fan of Colorado and can most often be found in the mountains.

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Topics: Sales Enablement


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