Sales Leadership Series - Fast Learning Playbook
Fast learners are key DNA for any successful sales operation. Sales leaders need reps to ramp up fast with optimal 30-60-90's. Successful reps rely on fast learning as to ultimately outperform sales quotas. And clients expect fast learning otherwise they lose interest and look elsewhere.
In this article I will introduce and overview proven strategies for faster learning which translates to faster ramp-up times for new reps and overall improved sales success. My key assumption, you've hired top talent.
By breaking down or deconstructing your learning objectives into individual parts, you can actually speed up analysis and learning. Why? Because "things" are simply bundles of "smaller things" combined so break them down for clarity and faster assimilation.
Albert Einstein said; “If you can’t explain it, you don’t understand it well enough.” What Einstein was “keep it simple, stupid." The only way to truly understand anything is to first see its individual components - and know them.
Who is Tim Ferriss and what can you learn from him? Tim has been listed as one of Fast Company's “Most Innovative Business People.” He is an angel investor/advisor to comanies like Facebook, Twitter, Uber, Nextdoor and Alibaba; he's an author of four #1 NYT/WSJ bestsellers, including The 4-Hour Workweek. Read about his extreme experiments at www.tim.blog.
Fast Learning Playbook
Tim is a fast learner too! How does he learn? DiSSS and CaFE are Tim Ferriss’ frameworks for mastering fast learning. Use this framework to build your Fast Learning Playbook.
- D for Deconstruction. What is the minimum useful unit of knowledge? For a foreign language, it would be a word.
- S for Selection. What 20% of those minimum units will lead to 80% of your desired outcomes? For cooking, it would be basic knife handling skills so you can cut, chop, filet, mince, and do whatever to your heart’s delight (my guess since I suck at cooking).
- S for Sequencing. What’s the most effective order for learning these units? For cooking, Tim tells the story of how most cookbooks have the wrong sequence for beginners, since what newbie really wants to cook 6 chicken dishes in a row?
- S for Stakes. What psychological and social mechanisms can you setup for discipline and motivation? For example, you could publicly announce your goal and a deadline, and have your friends keep you accountable (from what I’ve read, this seems effective for losing weight). You could set a calendar reminder to spend 30 minutes each morning before work, and reward yourself with a piece of chocolate (lol, yes…that’s a lame reward).
- C for Compression. Can I compress the most important 20% into an awesome cheatsheet?
- F for Frequency. What is the best duration and frequency, knowing my personal limits and goals? Setup a SCHEDULE. If you’re a slow learner, 5 minutes/day won’t do shit since you’ll barely warm up your brain before time’s up.
- E for Encoding. How do I create mental anchors & tricks to make sure I remember stuff?
In closing. Give your reps a Fast Learning Playbook alongside their Sales Playbook and see better results from ramping up to continuous learning and pre-call planning. Need help hiring better talent or constructing your Fast Learning Playbook, pick a time on my calendar and let's talk.