Mastering a skill through repetition is not just an option; it’s a necessity. It requires 30 role-play practices to improve performance in a significant way. Most managers can’t support that type of repetition, especially in any way that is consistent, leaving inexperienced sellers to practice on prospective customers and churn through them quickly. How can sales leaders ensure sellers not only use but also benefit from training tools? The answer lies in inspiring engagement and adherence to the principles of self-directed learning.
Self-Directed Learning: A Game Changer in Sales Training
Self-directed learning puts the power in the hands of the sellers, allowing them control over the who, what, why, when, how, and how much of their learning experiences. This approach respects that sellers are not blank slates, but rather professionals with a variety of skill sets and abilities, who often have ideas about what they need to learn and practice. It acknowledges that they should learn at their own pace, in a convenient time and in a safe space, based on their unique contexts and goals.
Traditional Sales Training Methods Don’t Cut It
Traditional learning methods, reminiscent of those used in elementary schools, are ill-suited for adult learners, especially sellers. These professionals are boundary spanners who operate at the critical interface between the company and its customers. As such, they require learning tools that respect their maturity and autonomy. The training methods organizations employ should bridge the gap between knowledge and ability, transforming theoretical understanding into practical, sales-winning moves that sellers can reliably deploy in meaningful, productive conversations.
AI Role Plays: The Bridge Between Knowledge and Execution
AI role plays offer an innovative solution to meet these needs. By simulating real-world scenarios, AI role plays provide a safe yet challenging environment for sellers to practice and hone their skills. These role plays are designed to be engaging and provide the immediate feedback that is essential for learning and improvement.
When sellers engage with AI role plays that follow self-directed learning principles, they are more likely to repeat their practices, deepening their learning and enhancing their skills. The key to this engagement is the ability of AI tools to be available 24/7, to adapt to the learning pace and style of each seller, making every practice session relevant and effective. See my upcoming blog on game mechanics for more on this.
Self-Directed Learning and Performance
Research supports the shift towards self-directed learning. According to this meta-analysis, self-directed learning methods yield greater motivation, commitment, satisfaction, and performance among sellers compared to traditional learning methods. When sellers feel in control of their learning journey, they are more committed to the process and more likely to apply what they learn in real-life situations.
Are you Training for Impact?
As we develop the next generation of sales training tools, it’s crucial to embed self-directed learning principles at their core. By doing so, we not only respect our sellers as professionals but also equip them with the skills necessary to excel in today’s dynamic market. AI sales role plays, when aligned with these principles, become more than just training tools—they become catalysts for real and lasting change in sales performance.
By fostering an environment where sellers are trained as adults and given the tools to practice effectively, we close the critical gap between knowledge and execution, ensuring that training efforts deliver tangible results.