SALES ENABLEMENT AND KNOWLEDGE MANAGEMENT: LEVERAGING MICRO LEARNING AND DIGITAL PLATFORMS FOR CONTINUOUS SALES TRAINING

Abstract

The interaction between knowledge management and sales facilitation is discussed in this paper for the reason that it allows maintaining continuous sales through creative use of digital platforms and micro-learning. The study is qualitative and conceptually based on the theory of Knowledge-Based View (KBV) and the Social Learning Theory, as it examines how knowledge systems and the interactive learning processes can help sales professionals to continue to develop their capabilities. The study combined the existing scholarly and empirical descriptions to determine how sales enablement practices, knowledge repositories, micro-learning modules and digital learning technologies can be coordinated together to continually train salespeople and improve their performance in sales situations based on a conceptual content analysis strategy. The research results have shown that structured sales empowerment initiatives are capable of maximizing the output and confidence. Also, that scaled knowledge management systems are capable of fostering accessibility and maintenance of learning. Additionally, micro-learning promotes activation and retention of skills. On-line learning also, provides both the flexibility and customization of training and collaboration. It recommends that organizations should institutionalize digital micro-learning structures in sales enablement and knowledge strategies to improve continuous sales training.