12 Truths about e-learning

Transcription

1 1 Agenda 12 Truths about e-learning: Avoid them at your peril! ej4 LLC, All rights reserved. just in intime 60+ years of training stuff Stan Malcolm Host Performance Vision Ken Cooper Partner ej4 Kristen Bickel Director, Sales ej4 6,000+ classroom seminars worldwide 10,000+ leader surveys 100,000+ satisfaction surveys Research on competency and learning Media, multimedia, CBT, and WBT distance learning production A.I.M. organizational improvement methodology Our goal Listening to customers

2 2 Current research Truth #1: Needs-based content It s all about compelling content! Elliott Masie TechLearn Trends What employers want Truth #2: Single-event training doesn t work 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 Post-event Skills decay Common questions Truth #2: It takes learning + refresh How do I get people to take training? Learning Post-event refresh Proficiency How to I get management to appreciate training s value? Skills decay

3 3 Truth #3: It s a PROCESS Truth #6: Use the voice of the learner Identify employee needs Identify needs Define mgmt practices Define standards for execution Attitudes, skills, behaviors Develop structured processes (to achieve standards) Allocate time to do (to complete the process) (support the process with ) Teamwork & coaching DO IT! Is this product a dead woodchuck? Analyze and improve Recognize and reward performance Achieve objectives? Track & measure (process and standards) Truth #4: Focus on task, not topic Truth #7: Not divide blend Truth #5: Content must feel custom Truth #7: It s learn apply Special instructional design Special slide design Special presentation skills

4 4 Competing for attention Truth Truth #8: #8: Engagement = Interaction a state of continuous partial attention is the permanent new reality Jon Udell Udell Re-engineering Interruptions Interruptions InfoWorld, page InfoWorld, page October 31, 2005 Truth #9: Deliver where needed Automated print to media-rich Truth #10: It s a TV generation Truth #11: Create once, deploy many The average American watches more than four hours of TV each day 6 million videos are rented daily 3 million library items are checked out Performance support Coaching Coaching How many thousands of hours of video game play? Initial learning Refresh Refresh A.C. A.C. Neilson Neilson Meetings Meetings Multi-Purposed Learning Multi-Purposed Learning

5 5 Truth #12: Shorter is better Non-linear, Non-linear, just-as-needed just-as-needed access Nano-learning Delivery on three screens Page turning Talking head + PPT Instructor over PPT Embedded LMS authoring tools WBT/CBT authoring tools Custom Flash programming Custom Web programming Generates business results International deployment Information Information for the busy professional The The feel feel of of live live using using nano-video nano- video Engaging Engaging delivery delivery Rapid Rapid development development and and deployment deployment Sweet Sweet spot in e-learning and communication Faster, cheaper, and get better results

6 6 Business results Cost-efficient Cost-efficient training training Study of 1,200 respondents representing a cross section of U.S. company sizes and industries Average per learner expenditure is $1,412 $4,000 per learner in business $200 per learner in retail LMS spending is is typically typically 3 to 7% of the total training budget For sales, marketing, and HR bersin.com CASE: Agilis/Sprint Sprint business partner Differentiate Sprint from commodity vendor to solutions partner Marketing/ Marketing/ Communications Communications Sales/Channel Sales/Channel Development Development Customer Customer Development 1,500 SMB reps to train on products GPS-based GPS-based solution solution Routing, dispatching, geo-fencing, asset tracking, scheduling, calling, messaging, inventory Product Intro and and Training Training Employee Employee Development Business results Increasing your sales with ibis Introduction Introduction (7:45) (7:45) Product (14:29) Prospecting (11:16) Sales Cycle (8:13) Selling Tips (9:51) Objections (12:27)

7 7 Multiple delivery CASE: 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 Benefits The timeliness of [nano-learning] being able to watch it just before you go in for a sales call is key. You walk in with more confidence. confidence. Dan Huber CEO, Agilis Systems Year 1: Training on CDs 20+ sales courses Developed by ej4, consultant, and client employees Seasonal and standard topics Delivered on CD Sales meeting training for district managers Competency model and assessment Up2Date audio CD/tape for rollout Sales & Marketing Management May 2006, page 19 Result 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. ROI 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 with NO full-time full-time training training employees. employees. St. St. Louis Louis Business Business Journal Journal December 22, 2005 December , 2005

8 8 Year 2: GHseeds Campus CASE: Pepsi bottling Bought Bought by by Syngenta Syngenta ~ 100 bottlers in U.S courses courses to 100+ Independent companies Basic, Basic, advanced, advanced, and and electives electives Highly seasonal Sales, Sales, management, management, agronomy, agronomy, service, service, productivity productivity High turnover Online Online tests tests (no (no LMS LMS required) required) Thousands of accounts Access Access tracking tracking by by logon logon and and course course Intense competition Enormous pressure from retailers Changing consumers/new products Hierarchical Hierarchical tracking tracking e-newsletter e-newsletter to to dealers dealers Nano -programs Nano-programs 2006: Syngenta Pepsi Campus 42 bottler subscribers 20,000+ employees subscribed, 100,000+ viewers 200+ courses and and growing growing Sales, merchandising, supervision, safety, software, management, administration, compliance, Webcasts, Webcasts, Spanish versions Marketing programs from HQ Access tracking by logon and course Online or paper tests Curriculum by positions Monthly e-newsletter Golden Harvest viral video The PSA you recorded really worked. The DSMs have been sending it out prior to their meetings and our attendance has never been better. Pepsi Campus viewership 15,275 15,275 20,000 15,000 ws s ew d vviie eek ekend we 1% %w ,000 5,000 0 M ar '04 M ay J ul Sep Nov Jan '05 M ar Logons M ay J ul Se p Nov Jan '06 M ar M ay Viewers J uly

9 9 Independent study of benefits Higher sales Drives Drives high high return return an example of a new breed breed of of client-focused, client-focused, highly highly specialized specialized content content that that provides provides aa very very high high value value solution solution to to their their target target market. market. Bersin & Associates Operations savings Significant sales upturn Lower annual training cost per 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 Bersin Bersin & & Associates Associates Improved sales performance In the past, Brown Bottling had to compel its employees employees to to attend attend training training through through strict strict scheduling. scheduling. Employees now look forward to the the sales sales meeting meeting and and the the ej4 ej4 training training that that they they receive receive They ve They ve turned turned our our sales sales reps reps into into professionals professionals from from order order takers. takers. Increased Increased salesperson salesperson confidence confidence Better execution at retail Now Now II can can expose expose all all my my people people to training weekly as opposed to five people once a year The upside from a future sales perspective is huge. huge. Improved Pepsi National Retailer Audit results for retail execution Reduced Reduced customer customer complaints complaints From 6thth to to 22nd regionally Accelerated Accelerated sales sales increases increases From 20th to to 66th nationally

10 10 Improved results over 18 months Noticeable improvements in in employee employee turnover, turnover, sales sales productivity, productivity, and and costs costs savings. savings. Turnover Turnover down down from from per per month month to to one one per per month month $300 per employee savings Retailer Retailer returns returns down down from from 8% 8% to to 10% 10% per per month month to to about about 3% 3% to to 4% 4% 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 Pepsi 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 and nano-programs 12 Truths about e-learning: Avoid them at your peril! Just Just as as needed needed just just in in time time just right CASE: ej4 internal usage Sales Sales presentations Sales hooks Sales call follow-ups Marketing Product information Google search targets Viral videos Viral e-newsletter Training Sales channel, employees, customers, consumers