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In today's fast-paced marketplace, your training needs to be created and deployed quickly to make the most of your ever-changing product features and product lines. Challenges range from reaching remote sales groups, rapidly changing knowledge to distribute in a short time frame, and ensuring your team is actually engaged enough to complete the training. A blended approach can take your organization's sales process and product feature updates to your teams to enable focused product knowledge and successful sales. Join us for this webinar to learn how to incorporate a blended program solution for your custom sales enablement. We will discuss the components that make up these unique programs (including mobile, virtual ILT, e-Learning and social media) as well as how to blend them together into a cohesive solution for your needs.
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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:
• info@vialearning.com • www.vialearning.com • twitter.com/vialearning• http://vialearning.com/blog/
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