Learning for Profit

Learning for profit

Learning for profit
Urgency
Learning
Bus & bike
Hermann Ebbinghaus
Meta-learning
Systems viewpoint
Sales example

“ Are your people learning and growing fast enough to be successful in the future?”

Network evolution

Learning happens naturally

Learning
Learning = acquiring the skills and knowledge to help one prosper in our rapidly changing world.

Learning = adaptation to environment
Learning leads to action
Fit with ecosystems that matter
Optimal connections to people & knowledge
Great networking  great learning
Better learning = better results

Informal Formal Corporate Learning Roadmap = curriculum Rider chooses path Appropriate for novices acquiring a new framework or “knowledge tapestry” Appropriate for experienced employees filling in gaps in their knowledge Push Pull

Informal Formal How People Learn to Do Their Jobs 80% 20%

Explicit Tacit Novice Informal Formal How Corporations Spend Their Money 80% 20%

Spending Mismatch

Corporate Learning Training departments great at driving busses Training departments have little experience building bike paths.

1885, Über das Gedächtnis: Untersuchungen zur experimentellen Psychologie. Herrman Ebbinghaus January 24, 1850–February 26, 1909

Training as Event Retention Novice Workshop On the job Time Retention

Training as event Work Work Train

Forgetting Curve Retention Novice Workshop On the job Time Retention Training Back to work

Learning as process Beginning Middle Team meets in advance, get to know one another, and discuss their goals for the workshop Updates Alumni = support network Brief recall session End Wiki Q&A

Impact of Reinforcement Retention Novice Workshop On the job Time Retention 10 minutes 3 minutes 5 minutes Review time

Impact of Reinforcement Workshop 10 minutes 3 minutes 5 minutes Review time 49 Review notes Chat with peers Bot or email summary

Sales training: before Before Selling @ $5 million/year One-week workshop 15 months Hired Making Quota

Sales training: after After Selling @ $5 million/year One-week case study eLearning Coaching 6 months

Achieved quota in 6 months instead of 15 Before After Time saved 15 months 6 months 9 months

Incremental revenue 1440 x ¾ x $5 million = $3.5 billion 120 hires/month = 1440 hires/year 9 months = 3/4 year quota attained = $5 million

Facilitate Conversation

Get engaged

Bluma Zeigarnik 1900 – 1988 Kurt Zadek Lewin 1890 - 1947

jaycross.com

Pull Learning Competence Independence Learn in Group Web 2.0 Push Learning Grades Obedience Learn on your own Unchanging knowledge Active learner Learner defines content Conversation & discovery Passive student Others set curriculum Courses, workshops Grades Obedience Learn on your own Unchanging knowledge

Pull Learning Competence Independence Learn in Group Web 2.0 Push Learning Grades Obedience Learn on your own Unchanging knowledge Active learner Learner defines content Conversation & discovery Passive student Others set curriculum Courses, workshops

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Learning for Profit

by Jay Cross on Nov 07, 2007

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Learning for Profit — Webinar Transcript