360Learning Career Growth & Development

Which skills do you leverage most often in your day-to-day work?

As a sales rep at 360Learning, the skill I rely on most consistently is active listening. It’s easy to default to pitching, but the real value comes from understanding, not just assuming what challenges a prospect is actually trying to solve. That means asking better questions, pausing to let people fully articulate their current pains, and connecting the dots between what they’re saying and how our solution can actually help.

On top of that, I lean heavily on collaborative problem-solving. At 360Learning, our approach is all about co-constructing value with prospects. We don’t just hand over a general demo; we workshop ideas with champions, loop in subject matter experts when needed, and tailor everything to their ecosystem. That skill has been key in building trust and getting deals across the finish line. And as is the case for any good rep, resilience and adaptability are non-negotiables. Deals shift, priorities change, people ghost you — that’s real life! However, you’ve got to be able to bounce back, stay sharp and keep improving.

How have these skills enabled you to heighten your impact on 360Learning or grow your career?

Honestly, these skills have shaped a lot of my growth, both in my role and in how I show up for my team. I really honed them during my time as a business development representative, where active listening and adaptability weren’t just helpful — they were my survival skills. As a BDR, you’re often the first point of contact, and your job is to uncover needs prospects may not even know they have yet. That taught me to listen deeply, ask better follow-ups and get comfortable with the unknown.

That foundation made the transition to becoming an AE much smoother. It wasn’t just about passing meetings; it was about understanding how to drive strategic conversations and build long-term partnerships. The collaborative problem-solving I developed over time has helped me work more closely with cross-functional teams internally, too, whether that’s working with marketing on campaign feedback or syncing with customer success to ensure a smooth handoff. I think these skills have helped me become someone prospects genuinely trust, and that trust is what really drives results.

What are some resources and/or sources of inspiration you’d recommend for reps eager to refine their sales skills? Are there resources 360Learning has provided to support this growth? 

One of the most impactful resources I’d recommend, especially for newer reps, is mentorship. It sounds simple, but having someone to learn from, bounce ideas off of and get honest feedback from can accelerate your growth in a way that templates and scripts just can’t replicate.

At 360Learning, we actually have it built into the onboarding experience. Every new sales hire is paired with a mentor, usually a more tenured rep, who serves as a guide through those first few months. It’s not just about shadowing calls or learning the product; it is about building a real relationship with someone who has been in your shoes and can help you navigate the nuances of the role, the team and our prospects.

I still lean on the relationships I built during that time. Whether it is pressure testing messaging, figuring out how to move a stuck deal, or just gut-checking how I am approaching something, having that internal network makes a huge difference. It is one of those things that really sets our sales culture apart. Beyond that, I regularly revisit call recordings, both my own and others. Sometimes, the best inspiration is right in your Gong library.