Why Is Reinforcement So Important to Sales Training?


Certificate of Completion in The Harris Consulting Group’s N.E.A.T. Selling™ Online Sales Training is an investment –– in your career, yourself, your family, and ultimately your financial success. Increase your sales by improving your skills with one of the top sales training programs in the industry. 

The Ebbinghaus Forgetting Curve 

From 1880-1885, Hermann Ebbinghaus ran studies for his hypothesis of how humans retain information. Many people still follow and believe this today. Studies have shown that after 30 days, without reinforcement of the content being taught and learned, much of it is lost. In fact, 77% of learning is forgotten within just 6 Days if it is not reinforced! Studies have also shown that with regular intervals of coaching + training  + reinforcement that much more of the information is retained. For sales training to have true impact, it has to be learned, it has to be practiced, and most importantly, it has to be reinforced.

The reason that the new 4-Week N.E.A.T. Selling Online Sales Training program is so successful is that we recognize and understand the importance of reinforcement in a sales training program. Training and coaching are integrated all along the way during the entire 4 weeks. 

It is not just training and we are done. There are systematic, weekly sales training and sales coaching sessions with both sales managers managers and sales team members for support and reinforcement, ensuring the material is actually being learned and retained.

Not only will you and your team recall the information, you will know how to use it, and why it actually works.

We believe in going deeper than just teaching strategies and tactics. The goal is for you to understand the human psychology behind the sales training, the reasons why the strategies and tactics work.

What is N.E.A.T. Selling?

N.E.A.T. Selling™ is the guiding philosophy  of The Harris Consulting Group’s sales training. It teaches your sales team how to earn the right to ask questions, which questions to ask, and when to do it. They are the tenets used to guide sales reps to a deeper understanding of their daily responsibilities. We provide these pillars to support every SDR/BDR, Inside Sales Rep, Field Sales Rep, and Customer Success team member to meet and exceed their sales targets.

  • N: Needs – not surface needs, but the below the surface needs, the real pains of your buyers, consumers, users, and customers.
  • E:  Economic Impact. ROI is dead. So we teach your team how to show the real economic impact their actual pains cause.
  • A: Access to Authority. Can the people you’re speaking with actually get you an “Audience with the Pope?”
  • T: Timeline. No deal closes without understanding the value of the service as it relates to a compelling event the prospect is managing toward.

Deeper Insights | Better Skills

The feedback we get from our clients like Google, Zoom, and SalesLoft is that the training has an immediate impact. Reps are taught how humans make decisions at the most basic level, increasing their courage and confidence while gaining a deeper understanding to implement the techniques and tactics they’ve learned. 

They are taught a ‘respect contract’ where they learn to earn the right to ask questions, the right questions to ask, and how to ask them.

Reps learn how to more effectively discover core pains (not surface pains), how to confirm next steps, how to handle pricing and budget conversations confidently. They gain the courage to ask for the close and acquire greater negotiation skills.

Those new to sales skills will give your team the courage, confidence, foundation, and tactical skills needed to carry out their daily responsibilities. Veterans gain deeper insights and confirm their own best practices; there is always a handful of good nuggets to pick up.

You will start getting better and more qualified deals entering your pipeline. You will know how to more accurately forecast and improve your closing ratios, ensuring fewer deals go dark, resulting in increased sales and revenue.

The Harris Group’s 4-week N.E.A.T. Selling™ Online Sales Training is sales training that works. Whether you have a small sales team of 5 or an enterprise sales team of 500, our program is customized to your business model and will work. Check it out and learn how we can help your team close more business (or let’s chat).

Speaking of reinforcement (or should I say “reinforced repetition”?), this is what happens when you let your 12-year-old son make a promo video for your new N.E.A.T. Selling Sales Training and Reinforcement Program:

Leave a Reply