Learning Principle #3: Make Learning Relevant & Valuable
- Mike Byrnes
- May 21
- 2 min read
I remember a sales rep once asking me halfway through a training session, “Hey Mike, is this something I actually need to know to hit quota this quarter, or are we just checking a box?”
It wasn’t snarky — it was honest. And it was fair. That question, delivered with a mix of curiosity and fatigue, perfectly captured what this principle is all about: if learners don’t see how content connects to their paycheck, they’ll tune out — and rightfully so.
Let’s be real. People are busy. And skeptical.
Whether they’re sales reps, frontline managers, or executives, our learners are making judgment calls in real-time:
Will this help me close more deals this quarter?
Will it move me closer to hitting quota — and earning my accelerators?
Can I actually use this today to win in the field?
When learning is aligned to those questions — when it’s clearly tied to meeting quota and maximizing comp — it becomes powerful.
As Mark Roberge writes in The Sales Acceleration Formula:
“It’s no longer about interrupting, pitching and closing. It is about listening, diagnosing and prescribing.”
That mindset doesn’t just define great selling — it defines great learning.Just like top-performing reps uncover customer pain before offering solutions, our learning programs should be designed to diagnose real performance gaps and prescribe the tools and skills that help sellers close more, faster.
Learning isn’t a broadcast. It’s a tailored response to a need. If the training doesn’t help reps win more deals or earn more money, it’s noise — and they’ll treat it that way.
The most impactful enablement doesn’t interrupt their day — it supports their goals.
3 Ways to Make Learning Relevant and Valuable
✅ 1. Tie it Directly to Quota and Comp Outcomes
Don’t just say “this is important.” Show reps how this helps them move stuck deals, book more pipeline, or increase average deal size. Connect the dots between what you're teaching and how it helps them make club or hit accelerators.
When we launched an objection handling module, we didn’t start with frameworks. We started with actual call snippets where reps lost high-value deals — and walked through what “great” could’ve looked like. When reps saw the money they were leaving on the table, they leaned in.
🧠 2. Personalize by Role, Region, or Segment
A one-size-fits-all approach is the enemy of relevance. Tailor examples so sellers can immediately see how it helps them — whether they’re closing six-figure healthcare deals or running high-volume SMB cycles.
⏳ 3. Deliver It When It Moves the Needle
Make it just-in-time. Embed it inside the tools they already use — the CRM, sales plays, or manager 1:1s. Give them what they need exactly when they need it to push a deal across the line or prep for a QBR.
What This Looks Like in Action
In our most successful programs, reps saw a clear connection between training and hitting their number:
Coaching was focused on pipeline progression and comp triggers
Content addressed live deal challenges and near-term performance goals
Managers reinforced skills that actually moved revenue — not just knowledge checks
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