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The  70 | 20 | 10  Model

for Learning & Development 

Why are books so valuable in the development of selling skills?

Books have been at the core of learning for centuries and while many valuable complimentary teaching models have been developed, the great thing about a book is you can dip into it and refresh your memory. Use our Fast Track reminders to keep you on track. These are available on your phone or your tablet and an ideal way of refreshing your preparation.


The 70-20-10 Model for Learning and Development is a commonly used formula within the training profession to describe the optimal sources of learning by successful sales professional.


Broadly speaking, individuals obtain 70 percent of their knowledge from selling-related experiences, 20 percent from interactions with the people they work with, and 10 percent from formal educational events.

The 70-20-10 model is considered to be of greatest value as a general guideline for organisations and individuals seeking to maximize the effectiveness of their learning, and development. This model is widely employed by organizations throughout the world.

Hands-on experience (the 70 percent) is the most beneficial for sales professionals because it enables them to discover and refine their job-related skills, make decisions, address challenges, and interact with other influential people within their work settings. They also learn from their mistakes and receive immediate feedback on their performance.



Employees learn from others (the 20 percent) through a variety of activities that include social learning, coaching, mentoring, collaborative learning and other methods of interaction with peers. Encouragement and feedback are prime benefits of this valuable learning approach.

The formula holds that only 10 percent of professional development optimally comes from formal traditional courseware instruction and other educational events, a position that typically surprises practitioners from academic backgrounds. However, you will only be able to recall a small portion of a face to face course so a lot of investment will be lost without the ability to refresh this knowledge.


The arrival of the Internet, and the current proliferation of online and mobile learning technologies, has altered the training industry’s views of the 70 - 20 - 10 model.  Sales professionals need to focus on actively practising and rehearsing what they learn with a strong emphasis on informal learning.

To become a successful sales professional, you will need to learn, practice, reflect on the outcomes and repeat.  This is the only viable route to achieving your goals and aspirations.

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