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© ej4 LLC, 2006 • 12125 Woodcrest Executive Parkway, #204 • St. Louis MO 63141 • (314) 878-6700 • sales@ej4.com
Just as neededjust enoughjust in timejust right
12 Truths about e-Learning
© ej4 LLC, 2006.All rights reserved.
© ej4 LLC, 2006.All rights reserved.
Just as neededjust enoughjust in timejust right
Just as neededjust enoughjust in timejust right
12 Truthsabout e-Learning:
Avoid them at your peril!
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
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© ej4 LLC, 2006 • 12125 Woodcrest Executive Parkway, #204 • St. Louis MO 63141 • (314) 878-6700 • sales@ej4.com
Just as neededjust enoughjust in timejust right
12 Truths about e-Learning
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
• 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
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© ej4 LLC, 2006 • 12125 Woodcrest Executive Parkway, #204 • St. Louis MO 63141 • (314) 878-6700 • sales@ej4.com
Just as neededjust enoughjust in timejust right
12 Truths about e-Learning
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
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© ej4 LLC, 2006 • 12125 Woodcrest Executive Parkway, #204 • St. Louis MO 63141 • (314) 878-6700 • sales@ej4.com
Just as neededjust enoughjust in timejust right
12 Truths about e-Learning
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
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© ej4 LLC, 2006 • 12125 Woodcrest Executive Parkway, #204 • St. Louis MO 63141 • (314) 878-6700 • sales@ej4.com
Just as neededjust enoughjust in timejust right
12 Truths about e-Learning
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
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© ej4 LLC, 2006 • 12125 Woodcrest Executive Parkway, #204 • St. Louis MO 63141 • (314) 878-6700 • sales@ej4.com
Just as neededjust enoughjust in timejust right
12 Truths about e-Learning
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)
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© ej4 LLC, 2006 • 12125 Woodcrest Executive Parkway, #204 • St. Louis MO 63141 • (314) 878-6700 • sales@ej4.com
Just as neededjust enoughjust in timejust right
12 Truths about e-Learning
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
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© ej4 LLC, 2006 • 12125 Woodcrest Executive Parkway, #204 • St. Louis MO 63141 • (314) 878-6700 • sales@ej4.com
Just as neededjust enoughjust in timejust right
12 Truths about e-Learning
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
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© ej4 LLC, 2006 • 12125 Woodcrest Executive Parkway, #204 • St. Louis MO 63141 • (314) 878-6700 • sales@ej4.com
Just as neededjust enoughjust in timejust right
12 Truths about e-Learning
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
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© ej4 LLC, 2006 • 12125 Woodcrest Executive Parkway, #204 • St. Louis MO 63141 • (314) 878-6700 • sales@ej4.com
Just as neededjust enoughjust in timejust right
12 Truths about e-Learning
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
• 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
• 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
Just as neededjust enoughjust in timejust right
Just as neededjust enoughjust in timejust right
12 Truthsabout e-Learning:
Avoid them at your peril!
12 Truthsabout e-Learning:
Avoid them at your peril!
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