In this episode of Sales [UN]Training, host Kelly Riggs explores the critical importance of understanding the "Forgetting Curve" in sales training. He breaks down the alarming statistics behind the numbers 50, 70, and 90, which represent the percentage of information forgotten by trainees after an hour, a day, and a week, respectively. Kelly emphasizes that without proper reinforcement, most of the time and resources spent on sales training are wasted, as the material quickly fades from memory. Through a discussion of Hermann Ebbinghaus's research on memory retention, Kelly reveals effective strategies to ensure that training sticks, including the need for immediate review, repetition, and contextual application.

Kelly also shares practical tips on how to make training sessions more impactful. From encouraging immediate feedback after each session to taking learning into the field, he highlights the importance of engaging salespeople at multiple levels to ensure long-term retention. Kelly concludes with actionable advice on how to use these insights to improve your sales team's performance and reduce the frustration of forgotten training. Whether you're a sales leader or a trainer, this episode provides invaluable tools to enhance your training methods and drive better results.

In this episode...

• Introduction of the three critical numbers: 50, 70, and 90.
• Common ineffective training methods and the importance of planning.
• Explanation of Hermann Ebbinghaus's Forgetting Curve.
• The impact of immediate review on retention.
• The challenge of long-term retention and how to test it.
• Strategies to combat the Forgetting Curve in training.
• The importance of contextual learning and real-world application.
• Final tool: Having trainees present what they've learned.

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Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.

Music and Editing by Doug Branson and Pod About It Productions