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Presented by:Rachel Hutchinson, CPLPTerry Copley

WHO ARE WE?Rachel Hutchinson is • The global training development

manager for Hilti• CPLP and internal training consultant• Dog lover• Oklahoma State University football fan

Terry Copley is • The Senior Manager for sales training

in Hilti North America• A certified coach• A veteran softball player

Between the 2 of us, we have over 38 years in the training and development field. Not sure if that makes us experienced or old.

WHO ARE WE?Hilti Corporation is a Liechtenstein-based company that develops, manufactures, and markets products for the construction, building maintenance, and mining industries, primarily to the professional end-user.Our brand promise is Outperform and Outlast.

We use a direct sales model with over 15,000 geographically dispersed salespeople globally. Each sales person makes 8-10 sales calls a day. We are known in the industry as the problem solvers and experts at what we do.

WHAT ARE THE EXPECTATIONS?

Are they coming in expecting take out? 7 course meal? Home-cooking?

What do you know about your learners? What are their expectations?

B I T E - S I Z E L E A R N I N G : C H O P, B L E N D , S E R V E ! | D L 1 4 _ 7 1 1 _ H U T C H I N S O N _ C O P L E Y

WHAT ARE THE EXPECTATIONS?

70% of our learners are salespeople – limited time and time away from the job or answer costs them money.

To determine what our learners wanted, we worked with GitWit Creative to define our typical user persona.

PLANNING THE MENU

The Dining

Experience

Appetizers

Sides

Main Entrees

Salads

Drinks

Desserts

Before preparing a gourmet meal, you would first select and prepare the ingredients, ensure you had top quality items, and put all of your tools on the counter.

With training, we must be willing to put in this preparation time to first identify what our desired outcomes are and just how many “bites” it will take a learner to digest the content. B I T E - S I Z E L E A R N I N G : C H O P, B L E N D , S E R V E ! | D L 1 4 _ 7 1 1

_ H U T C H I N S O N _ C O P L E Y

PORTION SIZE MATTERS

You better cut the pizza in four pieces because I'm not hungry enough to eat six. - Yogi Berra

Research suggests that the human brain quickly gets overwhelmed when we force it to assimilate too much information at once.

B I T E - S I Z E L E A R N I N G : C H O P, B L E N D , S E R V E ! | D L 1 4 _ 7 1 1 _ H U T C H I N S O N _ C O P L E Y

THE BLEND…

Cooking is like painting or writing a song. Just as there are only so many notes or colors, there are only so many flavors - it's how you combine them that sets you apart. - Wolfgang Puck

Bite size learning is linked to the 70-20-10 learning principles. How can we best engage the learners in a timely manner – on-the-job, informally, and formally?

B I T E - S I Z E L E A R N I N G : C H O P, B L E N D , S E R V E ! | D L 1 4 _ 7 1 1 _ H U T C H I N S O N _ C O P L E Y

SERVING YOUR CREATION

I'm into very colorful food. Obviously lots of flavor, but I think we eat with our eyes first, so it has to look great. The presentation has to be great.-Giada De Laurentiis

How can we most effectively get this specific piece of information or learning across to this specific learner? We must know their motivation for receiving the knowledge and their situation!

B I T E - S I Z E L E A R N I N G : C H O P, B L E N D , S E R V E ! | D L 1 4 _ 7 1 1 _ H U T C H I N S O N _ C O P L E Y

A WAITER, FOOD TRUCK, OR SELF SERVE

Formal learning can be delivered in a classroom learning context, through self-paced, technology-based learning programs and by providing people with access to online diagnostic and assessment tools.

B I T E - S I Z E L E A R N I N G : C H O P, B L E N D , S E R V E ! | D L 1 4 _ 7 1 1 _ H U T C H I N S O N _ C O P L E Y

SUMMARY

In training, the reviews are the changes in behavior. Are your team members more capable of doing the tasks they need to do?

B I T E - S I Z E L E A R N I N G : C H O P, B L E N D , S E R V E ! | D L 1 4 _ 7 1 1 _ H U T C H I N S O N _ C O P L E Y

CONTACT INFORMATION

Rachel Hutchinson

Global Development Manager

Rachel.hutchinson@hilti.com

918-872-3388

B I T E - S I Z E L E A R N I N G : C H O P, B L E N D , S E R V E ! | D L 1 4 _ 7 1 1 _ H U T C H I N S O N _ C O P L E Y

Terry Copley

Senior Manager, Sales Training

Terry.copley@hilti.com

918-872-3861

Updated slides available on slideshare.net under Rachel Hutchinson