The effective onboarding of new commercial hires is what most people think about when it comes to L&D. That is your typical push-based approach to learning and effectively “training.” There is a place for “training” however, you must be able to balance that with building a sustainable advanced learning environment. This advanced learning should encourage Commercial team members to want to learn on their own (“pull”) about the key topics or processes that will help them with the sales cycle. I would argue that the “pull” approach to learning is one of the least utilized practices in commercial team learning. It is this approach that ensures that learning is a continual process for your sales team members, not something that ends after their first few weeks as an employee.