Jonathan Mahan Asks: What If Reps Actually Did What They Were Trained To Do?

In this episode of Enablement Amplified, host Fiona Simpson engages with guest Jonathan Mahan, co-founder of The Practice Lab, to explore the critical challenge faced by sales organizations: converting training into skills that sellers will actually use in the field. Drawing inspiration from the worlds of professional athletes, musicians, and race car drivers, they delve into the nuances of learning, skills training, and deliberate practice.

Jonathan Mahan, with his background in sales and his deep interest in how the brain works, highlights the importance of deliberate practice—a concept well-known in sports and music. Just as athletes break down complex skills into manageable parts and practice them repeatedly, sales reps should undergo focused, nuanced practice to bridge the gap between training and real-world execution.

The episode emphasizes that creating a culture of continuous learning and skill improvement is crucial within sales organizations. This includes identifying the need for and evaluating on three levels of competency, depending on the item that an organization expects to see from it's sellers.

Learn more about The Practice Lab: https://www.linkedin.com/company/the-practice-lab/

Connect with Jonathan Mahan on LinkedIn: https://www.linkedin.com/in/jtmahan/

Connect with Co-Founder Lawrence Wayne O'Connor on LinkedIn: https://www.linkedin.com/in/sirlawrencewayne/

Follow Kevin Dorsey for insights about leadership, culture and more: https://www.linkedin.com/in/kddorsey3/