Why Sales Training Fails: The Science of Attention & Practice w/ Tom Kiernan

Episode notes

Episode Summary Is your organization guilty of the "T-Word"? In this episode of Thoughts on Selling , Lee Levitt sits down with Tom Kiernan , a veteran sales enablement practitioner (formerly of APC and Schneider Electric ), to debate the critical difference between "Sales Training" (an event) and Sales Enablement (a process). We dive into the neuroscience of selling , exploring how the Reticular Activating System (RAS) filters information and how you can trigger it to cut through the noise. Tom also challenges leaders on the "Practice Deficit"—asking why professional athletes spend 90% of their time practicing, while sales reps practice only when they are live in front of a customer. Memorable Quotes: "Motive is transparent. It's written right up on that yellow sticky note on your forehead." — Tom Kiernan "The best swing is the one that I didn't think about...