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How AutoNation is Driving Real Results with Sales Training
 

How AutoNation is Driving Real Results with Sales Training

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Ken Gregson and Angel Green share how AutoNation is driving real results with their custom blended learning solution for their new sales employees. This presentation was featured at ASTD TechKnowledge ...

Ken Gregson and Angel Green share how AutoNation is driving real results with their custom blended learning solution for their new sales employees. This presentation was featured at ASTD TechKnowledge 2014. Learn how AutoNation increased sales, reduced employee retention and increase revenue by $10 Million a year!

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  • Introductions
  • Ken to discuss the bottom line results – and how measurement was handled.What are you looking to improve with your soft skills training? Can it be done with e-learning? Let me share with you our example.Bottom line results – reduce classroom time by 50%Control group against pilot group In the first six months, pilot group beat the control group. Sales, productivity, effectiveness, retention. In every measure (business impact) for this skill (negotiation skills) significantly better than what we were doing, so lets talk about and share how we achieved these results.
  • At Allen Interactions, we have a set of Instructional Design Principles. We believe that good instruction is – Discuss MMM and CCAF.
  • What does that mean for learners? Ken to discuss the evaluation of off the shelf soft skill training versus being able to create realistic scenarios, which allow the learner to practice in a safe environment.Angel to discuss:Intrinsic versus Explicit feedbackOffer positive modelsWhen is audio effective or necessary?
  • Angel and Ken to jointly discuss some best practices:When audio is appropriateThe use of positive modelsIntrinsic versus explicit feedbackConsequence based decision making
  • So, how did we create this learning? Walking away from traditional ID methods, like ADDIE allowed for greater input on the design, longer into the process.Angel to discuss traditional ADDIE methods versus SAM.Ken to provide a testimony to SAM.
  • What does that look like? Prototype through Gold.
  • Skepticism includes – learning leaders who are firm believers in classroom training, learners who haven’t had exposure to this type of e-learning or bad interpersonal skills trainingMake mistakes in a safe environmentPractice repeatedly Offer as part of a blend or with reinforcement from manager Be prepared – try and measure before developingOffer a test group of two equalsKEN’S TESTIMONY

How AutoNation is Driving Real Results with Sales Training How AutoNation is Driving Real Results with Sales Training Presentation Transcript

  • Ken Gregson Sr. Director, Variable Operations Learning & Performance AutoNation Angel Green Sr. Instructional Strategist Allen Interactions @LearnerAdvocate
  • Increased Productivity Increased Sales Increased Retention
  •  Instruction that is… • Meaningful • Memorable • Motivational  Instruction that is built with… • Context • Challenge • Activity • Feedback