We’re exiting what you could call the industrial age and we’re going into this information revolution.” Khan says “And this isn’t even just a ‘nice to have.’ I think it’s a social imperative. Of course, many companies still have work to do in this area according to Forrester Research, 70% of salespeople are not prepared for executive buyer questions. And the stakes are high: if salespeople haven’t mastered the required messaging and competencies, there’s no telling how many winnable deals are slipping through their fingers. Mastery-based learning in salesĪs the B2B sales process has become more complex and competitive, mastery-based learning has become a must for sales organizations. In fact, 7 in 10 of top performing companies are able to provide a consistent sales message, compared with just 4 in 10 for those with less sales success. Leading companies excel at providing consistent sales messaging, according to Forbes Insights. Whether it’s math, science or sales, mastering your message and honing your skills is key to achieving success. For some people it will take longer than others. “In a martial art, you would practice the white belt skills as long as necessary, and only when you’ve mastered it you would move on to become a yellow belt. It’s the way you learn a musical instrument: you practice the basic piece over and over again, and only when you’ve mastered it, you go on to the more advanced one.” Let’s compare this to mastery-based learning, as Khan explains: And even though the test identified gaps in our knowledge, I didn’t know 25 percent of the material. Even the A student, what was the five percent they didn’t know?” “Let’s say we’re in a middle school pre-algebra class, and the current unit is on exponents, the teacher will give a lecture on exponents, then we’ll go home, do some homework. The next morning, we’ll review the homework, then another lecture, homework, lecture, homework. That will continue for about two or three weeks, and then we get a test. On that test, maybe I get a 75 percent, maybe you get a 90 percent, maybe you get a 95 percent.
Khan used the following example to illustrate how traditional learning models create learning gaps. Moving from traditional learning to mastery-based learning I couldn’t help but apply his reasoning to salespeople’s learning, particularly when Forrester reports that only 22% of salespeople understand executive buyers’ issues and how they can help. I recently listened to a TED talk by Sal Khan, founder of Khan Academy, who advocates for mastery-based learning models.
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