STICKY ENABLEMENTSPACED REPETITION & CATERING TO THE ROLE

MELISSA REGANMANAGER, GLOBAL ENABLEMENT & ONBOARDING

WHAT ARE WE DOING HERE?

Theory (WIIFM, Tell Me)

Example (Show Me)

Activity (Touch It, Try It)

Metrics & Takeaways

• Memorable approaches work.

• People like custom experiences.

TELL ME SHOW ME

TRY IT

WIIFM?STICKY ENABLEMENT.

Spaced RepetitionCatering to the Role

Memorable Moments

SPACED REPETITION

- intake information at gradually increasing intervals

- a memory phenomenon called the SPACING EFFECT

- forgetting is a crucial step in the learning process

- learning builds like an exercised muscle

It’s complementary!

What to Say

ProductCustomers

Market

How to Say It

Messaging Personas

Methodology

Execute

SystemsTools

Processes

Differentiate

Competitive Stories

Best Practice

CATER TO THE ROLE

It’s easier for our brains!

Empathy & Perspective

Create Experiences

Complexities Into

Memories

Orchestrate Ah-Ha

Moments

EmpowerThem

ConsiderMorale

FOR THE ROLE

...SCALABLE + FLEXIBLE + INTERACTIVE SPACED REPETITION

Live Carnival Experience (early OCT)

Process Docs & Practice

(early OCT)

Conceptual & Tactical

Assessment(late OCT)

LiveScavenger

Hunt (mid NOV)

Gamified eLearning

(early DEC)

Refresher & Glossary(mid APR)

LIVE CARNIVAL EXPERIENCE

PROCESS DOCS & PRACTICE

CONCEPTUAL & TACTICAL ASSESSMENT

LIVE SCAVENGER HUNT

GAMIFIED ELEARNING

REFRESHER AND GLOSSARY

ACTIVITY: DRILLKEEP IT SIMPLE

• A Computer Virus• The NFL Draft• The Internet• The Skeletal System•Mortgage• Frustration• The Federal Reserve

Just like the bunny rhyme!

•Grab the person next to you.• Try explaining some

of these using a metaphor.

ACTIVITY: SCRIMMAGESALES SCENARIO

Your company is rolling out a new lead routing process. Marketing is going to dictate the initial path a lead will follow in the system. When a sales rep receives a lead notification, the rep must check 3 different places in the system to verify they can work it. If it turns out the lead is not theirs to work, they will give that lead to the correct rep through a custom button in the system.

Now try this one…

BDR ACTIVITY on verified Company People

increased by 4x

BDR use of SFDC reports increased by 8x

100% of BDRs were certified with an average

score of 94%

All incoming BDR new hires experience the same content – no gaps in learning

IN ONEMONTH

FOR 50+ REPS

MAKIN’ IT STICKY

Think differently. Think deeply about your audience. Cater to the Role.

Stories and metaphors are sticky.

Everything has a chance to be interactive.

Be brave. Make it memorable.

Spaced repetition.