Did you know that US companies spend a staggering $100 billion on training, yet research shows that it only takes 90 days before salespeople forget up to 84% of what they learned?
That’s a frustrating reality for all those businesses pouring time, money, and resources into sales training techniques, only to watch their sales reps struggle to recall and apply what they’ve learned when it matters most.
The reason why this is happening is simple. Traditional, on-the-job training in the US often includes long seminars, dense slide decks, information overload, and very little that feels connected to real-life selling. Sales reps are expecting to absorb this information and then navigate fast-moving markets, complex products, and ever-changing buyer behaviors.
It’s a disaster waiting to happen, but microlearning can help. Microlearning is the bite-sized, hyper-focused approach to sales training that’s flipping the switch towards agile learning by delivering short, targeted lessons that easily fit into a sales rep’s day. Instead of taking them away from their work for hours (or days), it gives them exactly what they need, exactly when they need it.
Let’s break down why it works and how US sales teams can use microlearning to win.
Why Microlearning Sticks Better
It may seem magical, but the success of microlearning in sales training techniques is actually rooted in cognitive science principles proven to boost retention and real-world applications of knowledge.
The Spacing Effect
It’s true that people can learn by repetition, but this works best when it’s spaced out over time and not crammed into one marathon training session. Delivering content in short bursts over a series of days or weeks provides bite-sized learning opportunities that help sales reps commit key information to long-term memory,
Chunking
Ever wonder why a phone number is broken into small groups instead of a string of 10 numbers? That’s called “chunking” and it works for learning too. Microlearning breaks complex sales concepts into manageable pieces (or chunks), making them easier to digest, understand, and recall.
Active Recall
Passive learning, like watching a video or listening to a lecture, doesn’t always cut it. Active recall, including quizzes, challenges, or a quick poll, pushes the brain to retrieve information and strengthen memory pathways. Microlearning naturally builds in opportunities for active recall, especially when using an elearning platform.
When applied to sales training techniques, these methods translate to real results. Sales reps are onboarded faster and have sharper product knowledge, better objection handling, and more confidence.
Unique Applications of Microlearning for US Sales Teams
Implementing microlearning for sales teams doesn’t just mean showing them a bunch of short videos. It’s about creating smarter, more intentional content that supports the daily workflow.
Situational Microlearning
Imagine accessing a 90-second video on overcoming price objections straight from your phone minutes before hopping on a call with a budget-conscious prospect. That’s situational microlearning in action.
Micro-Coaching
Sales managers can use microlearning to deliver personalized on-the-job training and coaching tips based on performance data. Maybe one rep needs a refresher on closing techniques, while another struggles with discovery questions. Short, targeted modules can deliver that relevant information in real-time.
Competitive Intelligence Updates
Markets change fast and competitors can quickly get ahead. Microlearning makes it easy to push out quick updates on competitor moves, new product features, or shifting trends without overwhelming reps with tons of information.
Behavioral Nudges
Simple reminders, such as updating the CRM or sending a follow-up email, can be delivered via microlearning modules. These can help reinforce positive sales behaviors over time.
All of the above drives real impact when companies are thinking about how to improve sales team performance without disrupting their flow.
Step-by-Step Guide to Building a Microlearning Ecosystem
Here’s how to bring microlearning into your corporate training and sales enablement strategy:
Step 1: Identify Your “Micro-Moments”
Look for key moments in the sales process where small knowledge boosts could drive big results. Think pre-call refreshers, objection handling tips, or post-demo follow-ups, but this could change depending on the realities of your sales department.
Step 2: Curate or Create?
Creating your own new content from scratch ensures relevance, but can also take valuable time you don’t have. Curating resources from existing company content as well as from trusted sources can supplement your library and get you moving faster towards better learning and development opportunities for your team.
Step 3: Pick the Right Tech Stack
There’s no reason to go it alone when there are tons of technological tools built to help make on-the-job training easier and more effective. Make sure you look for a microlearning platform that offers:
- Mobile accessibility, which is a must for sales teams in the field.
- Gamification to keep reps engaged.
- Analytics to track usage and impact.
- CMR integration to help learning fit seamlessly into other daily tools.
Step 4: Pilot, Then Iterate
Start small (micro, in fact…). Test microlearning with a specific team or initiative, gather feedback from them so that you can adjust content, format, or delivery based on real user behavior.
Step 5: Measure What Matters
The purpose of microlearning is really to drive business results, so make sure you choose the right metrics to track. These metrics include completion rates, quiz scores, and impact on key sales KPIs. Then, share the wins with stakeholders to highlight the training ROI of your new microlearning approach.
Common Pitfalls to Avoid When Using Microlearning for Training
While we’ve tried to make microlearning sound simple (because it should be), there are still some traps you need to avoid falling into in order to make sure your learning and development program succeeds. These pitfalls include:
- Mistaking microlearning for mini-training: True microlearning is designed to support specific actions or behaviors. It’s not just bite-sized versions of old content that might be irrelevant to current needs.
- Ignoring mobile: Sales reps are rarely chained to their desks and are much more likely to be out traveling around the field. Prioritize mobile-first design to ensure they can learn wherever they are.
- Misalignment with business goals: Make sure that every module ties back to a clear business objective, whether it’s closing more deals or improving product knowledge or something else.
- Forgetting to engage: Remember that encouraging employee engagement is part of what makes learning stickier and more fun, so include interactive elements like quizzes, polls, and challenges in microlearning modules.
- Not measuring impact: Track performance and make adjustments constantly. Microlearning works best when it’s flexible, adaptive, and evolving based on real feedback.
How Bites Can Help Your Sales Team Thrive
If you’re ready to supercharge your on-the-job training with microlearning, Bites is here to help.
Bites provides a turnkey platform built for today’s sales teams in the US, combining AI-powered video creation, mobile-first delivery, and smart analytics to drive results.
With Bites, you can:
- Create engaging, bite-sized training content in minutes.
- Use the advantages of mobile-first design and deliver training straight to reps’ phones, right when they need it.
- Track engagement and measure results with ease.
- Reinforce best practices and drive real behavior change.
To see it in action, try Bites today and discover how microlearning can level up your sales enablement strategy.