managing a successful sales training & development program with elearning
TRANSCRIPT
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Managing a Successful Sales Managing a Successful Sales Training & Development Training & Development Program with eLearningProgram with eLearning
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Identified Needs tied to Agency’s Objectives Integrate Learning Program into the
Organizational Culture High Level Sponsorship Proactive Leadership Marketing and Communication
Critical Success FactorsCritical Success Factors
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e-Learning makes training available to the employee when they need it.
• Training just before it is needed• Flexible scheduling• Complement to instructor-led training• Retake/Reference training as often as needed
Just-in-Time TrainingJust-in-Time Training
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• Students create their own learning path using pre-assessments.
• Students then follow topics of study assigned through their personalized Precision Learning Track.
• Students can practice exercises whenever they want.
• Review and repeat information at student’s convenience.
Individual Learning PathsIndividual Learning Paths
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...Each Individual has a Different Starting Point
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MANAGER’S ROLEMANAGER’S ROLE
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Visibly support through word and action Set expectation in advance of training Ask employee for plan/schedule Honor Time set aside for training -“Training in Progress - Do Not Disturb” Follow-up on Progress of Training Provide positive reinforcement and recognition
Manager’sManager’s RoleRole
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• Express commitment
• Model commitment
• Reinforce commitment
3 Key Actions for Managers3 Key Actions for Managers
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• What is it?• What courses are available• The look and feel of the courses• Benefits in using the courses
• Tie it to the performance objectives.• Discuss schedule in advance of training
Express CommitmentExpress Commitment
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• Take at least one course yourself• Visibly support through word and action
• Develop your own individual training plan/schedule
Model CommitmentModel Commitment
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• Follow up on outcomes from training/performance plans
• Provide positive reinforcement and recognition• Answer WIIFM (what’s in it for me?)
Reinforce CommitmentReinforce Commitment
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• Rewards to take Training must be Greater than Rewards for Staying Status Quo
• Tangible Rewards- Certificates of Completion- Wall of Fame- Positive Recognition (Public)
• Intrinsic- Challenge of a difficult or new task- Doing your best- Appreciation
MotivatorsMotivators