Just as needed 12 Truths about e-Learning · 12 Truths about e-Learning Truth #12:Truth #12: Shorter is betterShorter is better ““NanoNano--learninglearning”” • Page turning

1

© ej4 LLC, 2006 • 12125 Woodcrest Executive Parkway, #204 • St. Louis MO 63141 • (314) 878-6700 • [email protected]

Just as neededjust enoughjust in timejust right

12 Truths about e-Learning

© ej4 LLC, 2006.All rights reserved.

© ej4 LLC, 2006.All rights reserved.



12 Truthsabout e-Learning:

Avoid them at your peril!



Stan MalcolmHost

Performance Vision

Stan MalcolmHost

Performance Vision

Ken CooperPartner – ej4Ken CooperPartner – ej4

Kristen BickelDirector, Sales – ej4

Kristen BickelDirector, Sales –ej4

Our goalOur goal

AgendaAgenda

60+ years of training stuff60+ years of training stuff

• 6,000+ classroom seminarsworldwide

– 10,000+ leader surveys

– 100,000+ satisfaction surveys

• Research on competencyand learning

• Media, multimedia, CBT,and WBT distance learningproduction

• A.I.M.™ organizationalimprovement methodology

• 6,000+ classroom seminarsworldwide

– 10,000+ leader surveys

– 100,000+ satisfaction surveys

• Research on competencyand learning

• Media, multimedia, CBT,and WBT distance learningproduction

• A.I.M.™ organizationalimprovement methodology

Listening to customersListening to customers

2




Current researchCurrent research

What employers wantWhat employers want

• Training that people actually take

• Training that changes behavior

• Training that managers can leverage

• Training that can be easily managed

• Training that can be quickly developed

• Training that can be rapidly deployed

• Training that is cost-effective








Common questionsCommon questions

“How do I get peopleto take training?

“How to I get managementto appreciatetraining’s value?”

“How do I get peopleto take training?

“How to I get managementto appreciatetraining’s value?”

It’s all aboutcompelling content!

— Elliott MasieTechLearn Trends

It’s all aboutcompelling content!

— Elliott MasieTechLearn Trends

Truth #1: Needs-based contentTruth #1: Needs-based content

Truth #2: Single-event training doesn’t workTruth #2: Single-event training doesn’t work

Training Post-event

Skills decay

Truth #2: It takes learning + refreshTruth #2: It takes learning + refresh

Learning Post-event refresh

Proficiency

Skills decay

3




Truth #3: It’s a PROCESSTruth #3: It’s a PROCESS

Identify needsDefine

standards forexecution

Developstructuredprocesses

(to achievestandards)

Allocate“time to do”(to complete the

process)

DO IT!

(support the

process with …)

Teamwork& coaching

Identifyemployee

needs

Definemgmt

practices

Attitudes,skills,

behaviors

Track &measure(process and

standards)

Recognizeand reward

performance

Achieveobjectives?

Analyze andimprove

Truth #4: Focus on task, not topicTruth #4: Focus on task, not topic

Truth #5: Content must feel customTruth #5: Content must feel custom

• Specialinstructionaldesign

• Special slidedesign

• Specialpresentation skills

• Specialinstructionaldesign

• Special slidedesign

• Specialpresentation skills

Truth #6: Use the voice of the learnerTruth #6: Use the voice of the learner

Is this product adead woodchuck?Is this product a

dead woodchuck?

Truth #7: Not divide – blend …Truth #7: Not divide – blend …

Truth #7: It’s learn – applyTruth #7: It’s learn – apply

4




Truth #8: Engagement = InteractionTruth #8: Engagement = Interaction

Truth #9: Deliver where neededTruth #9: Deliver where needed

Truth #10: It’s a TV generationTruth #10: It’s a TV generation

• The average American watches morethan four hours of TV each day

• 6 million videos are rented daily– 3 million library items are checked out

• How many thousands of hoursof video game play?

• The average American watches morethan four hours of TV each day

• 6 million videos are rented daily– 3 million library items are checked out

• How many thousands of hoursof video game play?

A.C. NeilsonA.C. Neilson

Competing for attentionCompeting for attention

“… a state of continuouspartial attention is thepermanent new reality …”

Jon Udell“Re-engineering Interruptions”InfoWorld, page 44October 31, 2005

“… a state of continuouspartial attention is thepermanent new reality …”

Jon Udell“Re-engineering Interruptions”InfoWorld, page 44October 31, 2005

“Automated print” to media-rich“Automated print” to media-rich

RefreshRefresh MeetingsMeetings

PerformancesupportPerformancesupport CoachingCoaching

Multi-Purposed™ LearningMulti-Purposed™ Learning

Truth #11: Create once, deploy manyTruth #11: Create once, deploy many

InitiallearningInitiallearning

5




Truth #12: Shorter is betterTruth #12: Shorter is better

“Nano-learning”“Nano-learning”

• Page turning

• Talking head + PPT

• Instructor over PPT• Embedded LMS authoring tools

• WBT/CBT authoring tools

• Custom Flash programming

• Custom Web programming

• Page turning

• Talking head + PPT

• Instructor over PPT

• Embedded LMS authoring tools

• WBT/CBT authoring tools

• Custom Flash programming

• Custom Web programming

Generates business resultsGenerates business results

• “Information for the busy professional”

• The “feel” of live using nano-video

• Engaging delivery

• Rapid development and deployment

• “Sweet spot” in e-learning and communication

– Faster, cheaper, and get better results

• “Information for the busy professional”

• The “feel” of live using nano-video

• Engaging delivery

• Rapid development and deployment

• “Sweet spot” in e-learning and communication

– Faster, cheaper, and get better results

Non-linear, just-as-needed accessNon-linear, just-as-needed access

Delivery on “three screens”Delivery on “three screens”

International deploymentInternational deployment

6




Business resultsBusiness results

For sales, marketing, and HRFor sales, marketing, and HR

Marketing/Communications

Marketing/Communications

Product Introand TrainingProduct Introand Training

Sales/ChannelDevelopment

Sales/ChannelDevelopment

EmployeeDevelopment

EmployeeDevelopment

CustomerDevelopment

CustomerDevelopment

Business resultsBusiness results

Cost-efficient trainingCost-efficient training

• Study of 1,200 respondentsrepresenting a cross sectionof U.S. company sizes andindustries

• Average per learnerexpenditure is $1,412

– $4,000 per learner in business

– $200 per learner in retail

• LMS spending is typically3 to 7% of the totaltraining budget

• Study of 1,200 respondentsrepresenting a cross sectionof U.S. company sizes andindustries

• Average per learnerexpenditure is $1,412

– $4,000 per learner in business

– $200 per learner in retail

• LMS spending is typically3 to 7% of the totaltraining budget bersin.combersin.com

CASE: Agilis/SprintCASE: Agilis/Sprint

• Sprint business partner– Differentiate Sprint from commodity

vendor to solutions partner

– 1,500 SMB reps to train on products

• GPS-based solution

– Routing, dispatching,geo-fencing, assettracking, scheduling,calling, messaging,inventory

• Sprint business partner

– Differentiate Sprint from commodityvendor to solutions partner

– 1,500 SMB reps to train on products

• GPS-based solution– Routing, dispatching,

geo-fencing, assettracking, scheduling,calling, messaging,inventory

“Increasing your sales with iBIS”“Increasing your sales with iBIS”

Introduction (7:45)Introduction (7:45)

Product (14:29)Product (14:29)

Prospecting (11:16)Prospecting (11:16)

Sales Cycle (8:13)Sales Cycle (8:13)

Objections (12:27)Objections (12:27)Selling Tips (9:51)Selling Tips (9:51)

7




Multiple deliveryMultiple delivery

www.agilissystems.comwww.agilissystems.com

BenefitsBenefits

“The timeliness of [nano-learning]—being able to watch it just before yougo in for a sales call—is key. Youwalk in with more confidence.”

– Dan HuberCEO, Agilis Systems

“The timeliness of [nano-learning]—being able to watch it just before yougo in for a sales call—is key. Youwalk in with more confidence.”

– Dan HuberCEO, Agilis Systems

Sales & Marketing ManagementMay 2006, page 19Sales & Marketing ManagementMay 2006, page 19

Result for AgilisResult for Agilis

“8 of 10 have seen the videos.”

“Quality and content were outstanding.”

“Easy to access and watch.”

“Easily usable by our training people.”

“8 of 10 have seen the videos.”

“Quality and content were outstanding.”

“Easy to access and watch.”

“Easily usable by our training people.”

CASE: Golden Harvest SeedsCASE: Golden Harvest Seeds

• Privately owned• Competitive industry

– Monsanto, Pioneer– Calling on 26% of buyers

• High-value products– Advanced genetics

• Sales channel– Field sales– 2,400 farmer/dealers– Farm managers– Crop consultants

• Privately owned• Competitive industry

– Monsanto, Pioneer– Calling on 26% of buyers

• High-value products– Advanced genetics

• Sales channel– Field sales– 2,400 farmer/dealers– Farm managers– Crop consultants

Year 1: Training on CDsYear 1: Training on CDs

• 20+ sales courses– Developed by ej4, consultant,

and client employees

– Seasonal and standard topics

– Delivered on CD

• Sales meeting trainingfor district managers

• Competency model and assessment

• Up2Date audio CD/tape for rollout

• 20+ sales courses– Developed by ej4, consultant,

and client employees

– Seasonal and standard topics

– Delivered on CD

• Sales meeting trainingfor district managers

• Competency model and assessment

• Up2Date audio CD/tape for rollout

ROI resultsROI results

• Overall sales increase of 22%– Best year in company history

• 4,615 new customers– 563 previous year

– Previous record = 1,650

• Dealer recruitment at 140% of goal– Dealer turnover cut by two-thirds

– Took 3 less calls to recruit dealers

• Overall sales increase of 22%– Best year in company history

• 4,615 new customers– 563 previous year– Previous record = 1,650

• Dealer recruitment at 140% of goal– Dealer turnover cut by two-thirds

– Took 3 less calls to recruit dealers

… with NO full-time training employees.… with NO full-time training employees.St. Louis Business JournalDecember 15-22, 2005St. Louis Business JournalDecember 15-22, 2005

8




Year 2: GHseeds CampusYear 2: GHseeds Campus

• Bought by Syngenta

• 50+ courses … to 100+– Basic, advanced, and electives

– Sales, management, agronomy, service, productivity

– Online tests (no LMS required)

• Access tracking by logonand course

– Hierarchical tracking

• e-Newsletter to dealers

• Nano-programs

• Bought by Syngenta

• 50+ courses … to 100+– Basic, advanced, and electives

– Sales, management, agronomy, service, productivity

– Online tests (no LMS required)

• Access tracking by logonand course

– Hierarchical tracking

• e-Newsletter to dealers

• Nano-programs

2006: Syngenta2006: Syngenta

Golden Harvest viral videoGolden Harvest viral video

“The ‘PSA’ you recorded really worked.The DSMs have been sending it outprior to their meetings and ourattendance has never been better.”

“The ‘PSA’ you recorded really worked.The DSMs have been sending it outprior to their meetings and ourattendance has never been better.”

CASE: Pepsi bottlingCASE: Pepsi bottling

• ~ 100 bottlers in U.S.

• Independent companies

• Highly seasonal

• High turnover

• Thousands of accounts

• Intense competition

• Enormous pressure from retailers

• Changing consumers/new products

• ~ 100 bottlers in U.S.

• Independent companies

• Highly seasonal

• High turnover

• Thousands of accounts

• Intense competition

• Enormous pressure from retailers

• Changing consumers/new products

Pepsi CampusPepsi Campus

• 42 bottler subscribers

– 20,000+ employees subscribed, 100,000+ viewers

• 200+ courses … and growing– Sales, merchandising, supervision, safety, software,

management, administration, compliance, Webcasts,Spanish versions

– Marketing programs from HQ

– Access tracking by logonand course

– Online or paper tests

• Curriculum by positions

• Monthly e-newsletter

• 42 bottler subscribers– 20,000+ employees subscribed, 100,000+ viewers

• 200+ courses … and growing

– Sales, merchandising, supervision, safety, software,management, administration, compliance, Webcasts,Spanish versions

– Marketing programs from HQ

– Access tracking by logonand course

– Online or paper tests

• Curriculum by positions

• Monthly e-newsletter

Pepsi Campus viewershipPepsi Campus viewership

0

5,000

10,000

15,000

20,000

M a r'04

M a y Jul Sep N o v Jan'05

M a r M a y Jul Se p N o v Jan'06

M a r M a y J uly

Logons Viewers

15,27515,275

11% weekend views11% weekend views

9




Independent study of benefitsIndependent study of benefits

Drives high return …

“… an example of a newbreed of client-focused,highly specialized contentthat provides a very highvalue solution to their targetmarket.”

Drives high return …

“… an example of a newbreed of client-focused,highly specialized contentthat provides a very highvalue solution to their targetmarket.”

www.bersin.comwww.bersin.com

Operations savingsOperations savings

• Lower annual training costper employee

– Less than one hotel night cost

• Double number of employees trained– Lower cost, more content, accessibility

• Reduction in time out-of-market– Keeps our sales momentum

• Reduction in accidents and injuries

• Increase in morale and productivity

Improved sales performanceImproved sales performance

“In the past, Brown Bottling had to compel itsemployees to attend training through strictscheduling. Employees now look forward tothe sales meeting and the ej4 training thatthey receive … They’ve turned our sales repsinto professionals from order takers.”

• Increased salesperson confidence

• Reduced customer complaints

• Accelerated sales increases

“In the past, Brown Bottling had to compel itsemployees to attend training through strictscheduling. Employees now look forward tothe sales meeting and the ej4 training thatthey receive … They’ve turned our sales repsinto professionals from order takers.”

• Increased salesperson confidence

• Reduced customer complaints

• Accelerated sales increases

Higher salesHigher sales

Bersin & AssociatesBersin & Associates

“Significant sales upturn”“Significant sales upturn”

Bersin & AssociatesBersin & Associates

Better execution at retailBetter execution at retail

“Now I can expose all my peopleto training weekly as opposedto five people once a year …The upside from a future salesperspective is huge.”

• Improved Pepsi National RetailerAudit results for retail execution

– From 6 th to 2nd regionally

– From 20th to 6th nationally

“Now I can expose all my peopleto training weekly as opposedto five people once a year …The upside from a future salesperspective is huge.”

• Improved Pepsi National RetailerAudit results for retail execution

– From 6th to 2nd regionally

– From 20th to 6 th nationally

10




Improved results over 18 monthsImproved results over 18 months

“Noticeable improvementsin employee turnover, sales productivity,and costs savings.”

• Turnover down from 3-5per month to one per month

– $300 per employee savings

• Retailer returns downfrom 8% to 10% per monthto about 3% to 4%

“Noticeable improvementsin employee turnover, sales productivity,and costs savings.”

• Turnover down from 3-5per month to one per month

– $300 per employee savings

• Retailer returns downfrom 8% to 10% per monthto about 3% to 4%

Pepsi Campus futurePepsi Campus future

• Continuous addition of courses– Warehousing

– Management

– Satisfaction research

– Pepsi-specific execution

• PCNA AOP info

• International

• Getting outside the studio

• Handhelds

• “Up2Date” podcasts and nano-programs

• Continuous addition of courses– Warehousing

– Management

– Satisfaction research

– Pepsi-specific execution

• PCNA AOP info

• International

• Getting outside the studio

• Handhelds

• “Up2Date” podcasts and nano-programs

CASE: ej4 internal usageCASE: ej4 internal usage

• Sales– Sales presentations– Sales e-mail hooks– Sales call follow-ups

• Marketing– Product information– Google search targets– Viral videos– Viral e-newsletter

• Training– Sales channel, employees,

customers, consumers

• Sales– Sales presentations– Sales e-mail hooks– Sales call follow-ups

• Marketing– Product information– Google search targets– Viral videos– Viral e-newsletter

• Training– Sales channel, employees,

customers, consumers

“12 Truths” lead to THIS“12 Truths” lead to THIS





















Just as needed 12 Truths about e-Learning · 12 Truths about e-Learning Truth #12:Truth #12: Shorter is betterShorter is better ““NanoNano--learninglearning”” • Page turning

Documents