I used to wonder why some training sessions clicked—and others fell flat. Same content, same facilitators. The difference? It wasn’t what happened in the room. It was how reps showed up to the learning session.
It came down to this: Reps didn’t show up knowing what they needed—and why it mattered.
Most showed up cold. No ownership, no personalization, and no urgency. They had no idea what their real skill gaps were—and no reason to believe the training would help.
That’s when it hit me: Training doesn’t start when people walk in the room. It starts with how they walk in.
Flip the Pre-Work Paradigm
Here’s how we can rethink the pre-training experience—and make it matter.
- Use AI-Powered Pre-Work: With tools like PraxisPro (https://www.praxispro.ai), reps complete a personalized role-play assessment before the training. The AI identifies which core skill—discovery, objection handling, probing, closing—they need to work on most.
- Segment Tracks by Skill Level: Instead of a generic agenda, design breakout sessions based on real needs. Reps walk into the room knowing this is their growth moment.
- Make Training a Privilege, Not a Requirement: Imagine if reps had to apply for seats in elite workshops. High performers stretch. Struggling reps get targeted help. Everyone buys in.
Imagine This:
A rep walks into your National Meeting not wondering, “What is this about?” But thinking, “I know I need to work on discovery, and this is my chance.”
They aren’t just attending—they’re invested.
This is exactly what tools like PraxisPro are built for:
- Personalized pre-training insights
- Session planning based on data
- Early accountability and clarity
As someone who used to spend hours crafting pre-work and role-play exercises manually, I can tell you: we were making educated guesses at best. That’s why I believe AI tools like PraxisPro are no longer optional—they’re essential.
PraxisPro was built by a top-performing sales rep and trainer who saw firsthand what traditional enablement was missing. This AI-powered platform brings real skill insight to the surface—before, during, and after training—so L&D leaders can finally coach with clarity and precision.
If you’re an L&D professional looking to deliver more targeted, high-impact sessions—this is the kind of tool you should be exploring.
Ask Yourself…
What do your reps actually know about themselves before training?
If you’re relying on instinct or broad surveys, it might be time to rethink the approach.
Let me know in the comments how you prepare reps for training, or DM me to talk about building pre-training touchpoints that work.
And stay tuned for Part 3, where we’ll reimagine what happens inside the training room.
