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.

1. Enabling Custom Sales
Training through Blended
Programs
August 11, 2011

2. Your presenters
• Charles Alvarez, Waste Management
– Director of Learning &
Development
• Julie Brink, viaLearning
– Director of e-Learning
• Moderator: Scott Herber
– Executive VP

3. Today’s agenda
Trends in blended learning for sales
enablement
Implementing a program approach
• Real customer examples
• Tips to make your blended program
cohesive
Decision-making factors
Q&A

4. What’s new?
Trends in Blended Literacy
Introduction to Health Learning for
Sales Enablement

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. 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. Stats & trends
Companies want to…
– Reduce costs
– Increase reach and volume
– Keep pace with rapid changes in
training curriculum and technology

8. Stats & trends
Blended learning initiatives will
increase with technology allowing
for more…
– Social media
– Informal learning
– Social learning
– Virtual instructor-led training
– Mobile learning

9. Waste Management perspective
• More with less
• New learning environment
• Enhance traditional learning
• The mobile piece

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. Integrating peer-to-peer learning

12. Web-based training
Most common uses for web-
based training in sales:
– Chunks
– Active learning
Benefits of:
– Remote delivery
– Consistent and rapid deployment of
content
– Asynchronous
– Global access to SME’s

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
collaboration
Uses for Virtual ILT
– Provides the strengths of ILT with
convenience and cost-savings of
e-Learning

14. Implementing a Program Approach
Introduction to Health Literacy

15. Why use a
blended strategy
for sales
enablement?

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

18. 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

19. 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

20. Decision-making Factors
Introduction to Health Literacy

21. Learning objectives
• Define your learning objectives
• Ask yourself: how do I achieve
those objectives?

22. Learner retention
• Repeat, repeat, repeat
• Chunks and bits
• Interactivity, enabling learners to
see their progress and success
• Set clear goals
• Make it relevant

23. Development considerations
• Budget
• Internal resource availability
• Audience size
• Learning goals/outcome
expectations
• Course complexity & deployment
• Timeline
• Reporting

24. Deployment methods
Ask 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?

25. Cost and development time
• Eliminate
components i.e.
travel, mobile
• Just pick what
you need

26. Updating your content
• Piece by piece
– Leverage rapid development
– Keep cost efficient
• As a program

27. Tracking
• Ensuring your teams take the
training
• Track progress at each event
• Assess leading indicators
• Define behaviors up front

28. Summary
Current trends
Implementing a program approach
Examples
Tips to make it cohesive
Decision-making factors

29. Q&A

30. Thank you for attending!
For more information please contact us:
• info@vialearning.com
• www.vialearning.com
• twitter.com/vialearning
• http://vialearning.com/blog/