Enabling Custom SalesTraining through BlendedPrograms             August 11, 2011
Your presenters       • Charles Alvarez, Waste Management          – Director of Learning &            Development       •...
Today’s agendaTrends in blended learning for sales enablementImplementing a program approach  • Real customer examples  • ...
What’s new?Trends in Blended Literacy   Introduction to Health Learning for        Sales Enablement
What is blended learning?– Wikis                  – eBooks– Multiplayer            – Podcasting  online                 – ...
Why use it?Blended learning…  – Enables access to resources and    experts beyond the local environment  – Helps learners ...
Stats & trendsCompanies want to… – Reduce costs – Increase reach and volume – Keep pace with rapid changes in   training c...
Stats & trendsBlended learning initiatives willincrease with technology allowingfor more…– Social media– Informal learning...
Waste Management perspective•   More with less•   New learning environment•   Enhance traditional learning•   The mobile p...
The rise in the use of mobile• People use smart phones approximately 30% of  time to make calls.• The Middle East and Afri...
Integrating peer-to-peer learning
Web-based trainingMost common uses for web-based training in sales:– Chunks– Active learningBenefits of:– Remote delivery–...
Is ILT dead?When is it a good idea?  – Role play  – When subject may require immediate    and in-depth answers to question...
Implementing a Program Approach       Introduction to Health Literacy
Why use ablended strategyfor salesenablement?
Blended learning and sales training   Successful components in blended learning          for sales enablement programs:   ...
Waste Management strategies                               Pre-work / Pre-                                   Adoption /•Com...
Tips to make your blended program cohesive• Know your objectives• Consistent look and feel or theme  – Use a dashboard/wra...
Decision-making Factors  Introduction to Health Literacy
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 su...
Development considerations• Budget• Internal resource availability• Audience size• Learning goals/outcome  expectations• C...
Deployment methodsAsk yourself:  – Where are your teams located?  – Where is the target audience    located?  – What devic...
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 behavior...
SummaryCurrent trendsImplementing a program approach  Examples  Tips 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....
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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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Slides - Enabling Custom Sales Training through Blended Programs

  1. 1. Enabling Custom SalesTraining through BlendedPrograms August 11, 2011
  2. 2. Your presenters • Charles Alvarez, Waste Management – Director of Learning & Development • Julie Brink, viaLearning – Director of e-Learning • Moderator: Scott Herber – Executive VP
  3. 3. Today’s agendaTrends in blended learning for sales enablementImplementing a program approach • Real customer examples • Tips to make your blended program cohesiveDecision-making factorsQ&A
  4. 4. What’s new?Trends in Blended Literacy Introduction to Health Learning for Sales Enablement
  5. 5. What is blended learning?– Wikis – eBooks– Multiplayer – Podcasting online – V-ILT gaming – e-Learning– Blogs and online diaries– Online – Wireless simulations technologies– Digital libraries – Mobile devices and content – Webcasting and repositories video streaming
  6. 6. 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
  7. 7. Stats & trendsCompanies want to… – Reduce costs – Increase reach and volume – Keep pace with rapid changes in training curriculum and technology
  8. 8. Stats & trendsBlended learning initiatives willincrease with technology allowingfor more…– Social media– Informal learning– Social learning– Virtual instructor-led training– Mobile learning
  9. 9. Waste Management perspective• More with less• New learning environment• Enhance traditional learning• The mobile piece
  10. 10. 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 person by 2015.• The US market for mobile learning products and services reached $632.2 million in 2009. Will grow to $14 billion by 2014.
  11. 11. Integrating peer-to-peer learning
  12. 12. Web-based trainingMost common uses for web-based training in sales:– Chunks– Active learningBenefits of:– Remote delivery– Consistent and rapid deployment of content– Asynchronous– Global access to SME’s
  13. 13. 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 collaborationUses for Virtual ILT – Provides the strengths of ILT with convenience and cost-savings of e-Learning
  14. 14. Implementing a Program Approach Introduction to Health Literacy
  15. 15. Why use ablended strategyfor salesenablement?
  16. 16. 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
  17. 17. Waste Management strategies Pre-work / Pre- Adoption /•Commercial teasers learning •Content Delivery Behavior change •Program evaluation•Change communication •Leading indicators•Prepare organization •Establish baseline •Content Re- •Lagging indicators knowledge enforcement •Program analysis •Pre-Assessment •Peer-to-peer support (more/less) and best practice sharing •Viral learning Marketing and Learning Business Impact Communication Intervention vILT Sneak Peeks Mobile Leading marketing ILT indicators Baseline Level 1-3 metrics Viral marketing WBT / CBT Adoption course model evaluation Multiple Top > Down Experiential delivery e-mail Mobile re- Validation of methods inc. communication Blended enforcement assumptions reading – experiential – Trailers Mentor Social forums WBT – etc. programs 18
  18. 18. 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
  19. 19. Decision-making Factors Introduction to Health Literacy
  20. 20. Learning objectives• Define your learning objectives• Ask yourself: how do I achieve those objectives?
  21. 21. Learner retention• Repeat, repeat, repeat• Chunks and bits• Interactivity, enabling learners to see their progress and success• Set clear goals• Make it relevant
  22. 22. Development considerations• Budget• Internal resource availability• Audience size• Learning goals/outcome expectations• Course complexity & deployment• Timeline• Reporting
  23. 23. Deployment methodsAsk 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?
  24. 24. Cost and development time• Eliminate components i.e. travel, mobile• Just pick what you need
  25. 25. Updating your content• Piece by piece – Leverage rapid development – Keep cost efficient• As a program
  26. 26. Tracking• Ensuring your teams take the training• Track progress at each event• Assess leading indicators• Define behaviors up front
  27. 27. SummaryCurrent trendsImplementing a program approach Examples Tips to make it cohesiveDecision-making factors
  28. 28. Q&A
  29. 29. 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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