Learning While Doing: Your Secret Weapon | Sales Tips

I’m a big fan of using your best to mentor the rest. One of the other things that I’m a huge fan of is learning by doing. So, what exactly does this mean and how can you harness its power in your organization?

Learning by doing is a one-on-one training exercise where you're implementing the training or the skill development in a live selling environment. That means no courses, no workshops, no four-day event. You and the sales manager simply get together to decide which skills need to be enhanced.

Next, pick a client that you're working with right now and do a little bit of role playing with your manager. All you need is half-an-hour to go over who you’re going to ask, how you’re going to ask the questions, and when you’re going to ask them. Then make the call or go out and see the customer. Act out what you did in that half-an-hour role play workshop with your manager and report in.

In some cases, the manager could go along with you to provide some real-time live coaching. They could ask the questions for you if you forget them, or you can debrief after to see what positive or negative results come up.

This is the key to accelerated sales results. I’d be happy to talk to you about learning by doing. I would love to hear your experiences of applying this kind of skill development to your team.

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