Stick

In the Stick stage, we make the new skills stick with regular nudges and recognition of progress.

OVERCOMING THE EBBINGHAUS FORGETTING CURVE

Even after the best training, salespeople tend to revert to old behaviours, thanks to the Ebbinghaus Forgetting Curve. Luckily, we know this is likely to happen!

Sales Leaders and managers are trained and coached in the importance of a strong coaching cadence, and especially of asking regular questions to bring critical skills back to front of mind.

NUDGE QUESTIONS (eCards)

The team also receives regular eCards – adaptive, quiz-style questions that reinforce learning and combat the forgetting curve, ensuring the long-term retention of skills. The topic and frequency are automatically adapted based on user responses.

IMPACT MONITORING

Sales and Enablement leaders work with their Imparta Sales Performance Consultant to review ongoing training impact at all four Kirkpatrick levels, including business impact.

This allows them to identify and remove adoption barriers, as well as to confirm the ROI of their investment in ongoing learning.

RECOGNITION & BADGING

Recognition is an important way to make skills stick. Secure, web-enabled credentials build motivation among sales professionals and create an incentive to drive continuous improvement.