Each morning I am giving myself 30 minutes to write about an Enablement topic and share it with the community (sometimes I fail to take the time :-). Editing, grammar, perfection are not the goal. Sharing and giving back is the purpose, and I hope you find value in this effort. –The Collaborator
Richard Feynman was one of the leading scientists of the last century and, in all likelihood, never spent a moment thinking about Sales Enablement. So, what Sales Enablement Manager tip could he possibly have for us?
Feynman spent a lot of time in the world of theoretical physics, requiring not merely learning and the use of massive brainpower; it needed him to learn how to learn.
Sales Enablement Manager Tip – The Feynman Learning Technique
If you are not yet familiar with Farnum Street, it’s time you changed that, and check out this article on the Feynman Learning Technique. Additionally, their writings on mental models will change how you think.
The Feynman Learning Technique provides a straightforward approach to learning new information. It would help if you incorporated this, in whatever way works for your organization, to improve your sales training and coaching.
The technique has four steps to it:
- Decide upon a topic to learn
- Explain it in terms that a six-year-old child would understand
- Determine where you are unable to explain it in simple enough terms
- Review material and repeat step 2 and 3 until you can define the topic thoroughly in these simple terms
Applying the Feynman Learning Technique to Sales Enablement
We are happy when we provide training to our teams, give them a test, and see that most of the group passed the tricky multiple-choice questions we put in front of them.
It’s not enough.
Consider incorporating the Feynman technique into your Sales Training and use it as an entre into sales coaching conversations.
The Sales Coach, Sales Enablement Manager, or Sales Manager can use the gap analysis insights step above to personalize coaching to understand the information better and apply it in the real world.
Richard Feynman for the win.
Living Enablement as a practitioner and as a leader. I’ve seen the confusion and frustration that many practitioners live. From working in other areas of the business, I’ve also seen the genuine need for the capabilities that enablement provides.