Slides - Enabling Custom Sales Training through Blended Programs

Enabling Custom Sales Training through Blended Programs

August 11, 2011

Your presenters

• Charles Alvarez, Waste Management– Director of Learning &

Development

• Julie Brink, viaLearning– Director of e-Learning

• Moderator: Scott Herber– Executive VP

Today’s agenda

Trends in blended learning for sales enablement

Implementing a program approach• Real customer examples• Tips to make your blended program

cohesive

Decision-making factorsQ&A

Introduction to Health LiteracyTrends in Blended Learning for Sales Enablement

What’s new?

–Wikis–Multiplayer

online gaming

–Blogs and online diaries

–eBooks–Podcasting–V-ILT–e-Learning

–Wireless technologies

–Mobile devices–Webcasting and

video streaming

–Online simulations

–Digital libraries and content repositories

What is blended learning?

Why use it?

Blended learning…–Enables access to resources and

experts beyond the local environment–Helps learners to develop problem

solving, creativity and critical thinking skills

–Empowers learners to take responsibility for their learning

Stats & trends

Companies want to…–Reduce costs– Increase reach and volume–Keep pace with rapid changes in

training curriculum and technology

Stats & trends

Blended learning initiatives will increase with technology allowing for more…–Social media– Informal learning–Social learning–Virtual instructor-led training–Mobile learning

Waste Management perspective

• More with less• New learning environment• Enhance traditional learning• The mobile piece

The rise in the use of mobile

• People use smart phones approximately 30% of time to make calls.

• The Middle East and Africa will have the strongest mobile data traffic growth of any region at 129%

• There will be nearly one mobile device per personby 2015.

• The US market for mobile learning products and services reached $632.2 million in 2009. Will grow to $14 billion by 2014.

Integrating peer-to-peer learning

Web-based training

Most common uses for web-based training in sales:–Chunks–Active learning

Benefits of:–Remote delivery–Consistent and rapid deployment of

content–Asynchronous–Global access to SME’s

Is ILT dead?

When is it a good idea?–Role play–When subject may require immediate

and in-depth answers to questions–Content will benefit from in-person

collaboration

Uses for Virtual ILT–Provides the strengths of ILT with

convenience and cost-savings of e-Learning

Introduction to Health Literacy

Implementing a Program Approach

Why use a blended strategy for sales enablement?

Blended learning and sales training

Successful components in blended learning for sales enablement programs:

– Web-based training

– Mobile

– ILT/V-ILT

– JIT training

– Product tips

– Sales scenarios/simulations

– OJT

– Reference sheets

Waste Management strategies

18

•Commercial teasers•Change communication•Prepare organization

Marketing and Communication

•Establish baseline knowledge

•Pre-Assessment

Pre-work / Pre-learning •Content Delivery

Learning Intervention

•Content Re-enforcement

•Peer-to-peer support and best practice sharing

•Viral learning

Adoption / Behavior change •Program evaluation

•Leading indicators•Lagging indicators•Program analysis (more/less)

Business Impact

Mobile marketing

Viral marketing

Top > Down e-mail communication

Trailers

Sneak Peeks

Baseline metrics

Multiple delivery methods inc. reading –experiential –WBT – etc.

vILT

ILT

WBT / CBT

Experiential

Blended

Mentor programs

Leading indicators

Adoption model

Mobile re-enforcement

Social forums

Level 1-3 course evaluation

Validation of assumptions

Tips to make your blended program cohesive

• Know your objectives• Consistent look and feel or theme

–Use a dashboard/wrapper

• Use mobile teasers• Reference other courses

Introduction to Health Literacy

Decision-making Factors

Learning objectives

• Define your learning objectives

• Ask yourself: how do I achieve those objectives?

Learner retention

• Repeat, repeat, repeat• Chunks and bits• Interactivity, enabling learners to

see their progress and success• Set clear goals• Make it relevant

Development considerations

• Budget• Internal resource availability• Audience size• Learning goals/outcome

expectations• Course complexity & deployment• Timeline• Reporting

Deployment methods

Ask yourself:–Where are your teams located?–Where is the target audience

located?–What devices will be used to view?–Are there multiple time zones or

geographical constraints?

Cost and development time

• Eliminate components i.e. travel, mobile

• Just pick what you need

Updating your content

• Piece by piece–Leverage rapid development–Keep cost efficient

• As a program

Tracking

• Ensuring your teams take the training

• Track progress at each event• Assess leading indicators• Define behaviors up front

Summary

Current trendsImplementing a program approachExamplesTips to make it cohesive

Decision-making factors

Q&A

Thank you for attending!

For more information please contact us:

• [email protected] • www.vialearning.com • twitter.com/vialearning• http://vialearning.com/blog/