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Top Tier Training & Development Inc. | Seattle, WA

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Recent advancements in artificial intelligence (AI) and large language models have brought about some truly revolutionary changes in the field of learning and development (L&D). Sandler's position is that sales leaders who understand and embrace these transformative technologies will be the ones whose organizations get ahead and stay ahead in the ongoing race for innovation, growth, and market share.

With that commitment in mind, here is what we are sharing with clients about what we see happening now in L&D, and how we are responding to improve the value we deliver.


AI has emerged as a disruptive force across industries, revolutionizing the way we work and learn.

One of the most impactful areas of AI advancement is large language models, powered by deep learning algorithms. These models can understand and generate relevant human-like language, unlocking a tidal wave of opportunities for more personalized and more efficient learning experiences.

Personalized Learning Paths

Learning and development programs can now be tailored to an individual's unique needs, strengths, and weaknesses. This means learners can take fuller advantage of microlearning options, including short-form videos on platforms like YouTube and microlearning content on Sandler principles accessed via our learning management system,

These microlearning modules allow learners to access bite-sized content that is easy to digest and apply in real-world scenarios. Our clients now have the tools to provide learners with truly personalized learning paths, thus boosting engagement, motivation, and overall productivity.

Of particular importance, of course, are learning paths for salespeople that close skill gaps connected with AI-driven selling tools, such as Personality AI. As Dr. Carl Henson, an academic and executive whose work examines the use and adoption of AI in sales, told us in a recent interview, a key to success in this strategically vital area is the selection of tools and supporting learning resources that are user-friendly. “At a high level,” Henson noted, “my research shows a positive relationship between the perceived usefulness of AI and a salesperson's attitude and intention toward using the technology. Additionally, the perceived ease of use has a direct impact on the salesperson’s attitude and intention to use the AI technology. Companies should consider both perceptions when introducing new tools and setting up learning paths to support them.” (All the resources mentioned in this article score favorably in terms of ease of use.)

Real-Time Feedback and Assessment

The traditional annual performance review is quickly becoming obsolete. Current technologies enable continuous real-time feedback and assessment, giving CEOs and other leaders insights into employees' progress and areas that need improvement.

Faster iterations, as well as more personalized learning paths and content customized by assessments and AI insights, are all available now, and these can tell team and organizational leaders about what kind of development is needed for the individual learner. This dynamic feedback loop fosters a culture of constant growth and refinement within organizations.

Enhanced Knowledge Management

AI and large language models excel at processing vast amounts of data quickly and accurately. This capability is transforming knowledge management within companies. CEOs can now harness these technologies to gather, organize, and present relevant information to employees more efficiently. This streamlining of knowledge transfer facilitates faster decision-making and problem-solving.

Upskilling and Reskilling Initiatives

As industry after industry undergoes rapid change, the most effective leaders focus on upskilling and reskilling their workforce to stay competitive. AI-powered tools like Talogy’s Caliper Assessment and Deal IQ can identify skill gaps and recommend relevant courses or training modules to address these gaps. This proactive approach ensures that companies remain agile in the face of evolving market demands.

Ethical Issues

While embracing AI and the value it adds, leaders must also be mindful of ethical considerations. Bias and privacy concerns in AI algorithms can have far-reaching consequences, including perpetuating inequality and jeopardizing sensitive information. It is essential for leaders to work closely with AI developers and learning specialists to address these issues responsibly.

The Bottom Line

  • Learning and development is experiencing a profound transformation, fueled by recent advances in artificial intelligence and large language models.
  • Embracing these technologies and leveraging their potential can lead to a more agile, engaged, and competitive workforce. By embracing personalized learning paths, real-time feedback, and advanced knowledge management, organizations can empower their employees to drive innovation and sustainable growth.
  • Faster iterations and personally customized microlearning content will cater to the specific needs of individual learners. For members of revenue-producing teams, that means faster onboarding, lower turnover, more productivity, and faster achievement of both team and individual goals.

At Sandler, we know ethical considerations must always remain at the forefront of these advancements, which is why we are implementing all of this with plenty of human oversight and lots of personalized client contact.

We also believe in helping our clients to embrace the massive opportunities that AI and large language models offer, and in helping them ensure that their sales teams will be better equipped to thrive in a future whose shifts no one can predict... but that everyone will be expected to adapt to.


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