Why Learning is Critical to Your Company’s Bottomline
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In this session we’ll go over the challenges of today’s sales enablement and how to make sure that effective learning takes place throughout your organization.
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Why Learning is Critical to Your Company’s Bottomline
- 1. Why Learning is Critical to Your Company’s Bottomline @bendet_ori
- 2. The 4th Industrial Revolution Mechanization, steam power, weaving loom 1784 1st
- 3. The 4th Industrial Revolution Mechanization, steam power, weaving loom Mass production assembly line, electrical energy 1784 1870 1st 2nd
- 4. The 4th Industrial Revolution Mechanization, steam power, weaving loom Mass production assembly line, electrical energy Automation, computers and electronics 1784 1870 1969 1st 2nd 3rd
- 5. The 4th Industrial Revolution Cyber physical systems, internet of things, networks Mechanization, steam power, weaving loom Mass production assembly line, electrical energy Automation, computers and electronics 1784 1870 1969 today 1st 2nd 3rd 4th
- 6. The 4th Industrial Revolution Cyber physical systems, internet of things, networks Mechanization, steam power, weaving loom Mass production assembly line, electrical energy Automation, computers and electronics 1784 1870 1969 today 1st 2nd 3rd 4th
- 7. The World is running Faster than ever Source: http://www.visualcapitalist.com/internet-minute-2018/
- 8. The World is running Faster than ever 40K hours listened Source: http://www.visualcapitalist.com/internet-minute-2018/
- 9. The World is running Faster than ever 40K hours listened 266K hours watched Source: http://www.visualcapitalist.com/internet-minute-2018/
- 10. The World is running Faster than ever 40K hours listened 266K hours watched 481K tweets sent *per minute Source: http://www.visualcapitalist.com/internet-minute-2018/
- 11. The World is running Faster than ever 40K hours listened 266K hours watched 481K tweets sent *per minute 1.1M swipes Source: http://www.visualcapitalist.com/internet-minute-2018/
- 12. The Need for Speed 53% of organizations reporting pressure to release applications more quickly Source: “2018 State of DevOps research report”
- 13. The Need for Speed 200x more frequent deployment changes in IT performance of high performers Source: “2017 State of DevOps research report”
- 14. The Modern Learner Source: Meet the Modern Learner: Engaging the Overwhelmed, Distracted, and Impatient Employee Todd Tauber and Wendy Wang-Audia 1% is all that employees have to focus on training and development per workweek
- 15. The Modern Learner Source: Meet the Modern Learner: Engaging the Overwhelmed, Distracted, and Impatient Employee Todd Tauber and Wendy Wang-Audia 5 to 10 seconds to grab someone’s attention before they click away 1% is all that employees have to focus on training and development per workweek
- 16. The Modern Learner Source: Meet the Modern Learner: Engaging the Overwhelmed, Distracted, and Impatient Employee Todd Tauber and Wendy Wang-Audia 5 to 10 seconds to grab someone’s attention before they click away 1% is all that employees have to focus on training and development per workweek
- 17. The Modern Learner Source: Meet the Modern Learner: Engaging the Overwhelmed, Distracted, and Impatient Employee Todd Tauber and Wendy Wang-Audia 9 times per hour checking their phones 5 to 10 seconds to grab someone’s attention before they click away 1% is all that employees have to focus on training and development per workweek
- 18. The Modern Learner Source: Meet the Modern Learner: Engaging the Overwhelmed, Distracted, and Impatient Employee Todd Tauber and Wendy Wang-Audia 9 times per hour checking their phones 5 to 10 seconds to grab someone’s attention before they click away 1% is all that employees have to focus on training and development per workweek
- 19. The Modern Learner 41% of time workers spend on things that offer little personal satisfaction and do not help them get work done. Source: Meet the Modern Learner: Engaging the Overwhelmed, Distracted, and Impatient Employee Todd Tauber and Wendy Wang-Audia 9 times per hour checking their phones 5 to 10 seconds to grab someone’s attention before they click away 1% is all that employees have to focus on training and development per workweek
- 20. The Modern Learner 41% of time workers spend on things that offer little personal satisfaction and do not help them get work done. Source: Meet the Modern Learner: Engaging the Overwhelmed, Distracted, and Impatient Employee Todd Tauber and Wendy Wang-Audia 9 times per hour checking their phones 5 to 10 seconds to grab someone’s attention before they click away 1% is all that employees have to focus on training and development per workweek Impatient
- 21. The Modern Learner 41% of time workers spend on things that offer little personal satisfaction and do not help them get work done. Source: Meet the Modern Learner: Engaging the Overwhelmed, Distracted, and Impatient Employee Todd Tauber and Wendy Wang-Audia 9 times per hour checking their phones 5 to 10 seconds to grab someone’s attention before they click away 1% is all that employees have to focus on training and development per workweek DistractedImpatient
- 22. The Modern Learner 41% of time workers spend on things that offer little personal satisfaction and do not help them get work done. Source: Meet the Modern Learner: Engaging the Overwhelmed, Distracted, and Impatient Employee Todd Tauber and Wendy Wang-Audia 9 times per hour checking their phones 5 to 10 seconds to grab someone’s attention before they click away 1% is all that employees have to focus on training and development per workweek Distracted OverwhelmedImpatient
- 23. What about Product Managers? Source: 18th annual Product Management and Marketing Survey | Pragmatic Marketing
- 24. What about Product Managers? 47% own sales channel training Source: 18th annual Product Management and Marketing Survey | Pragmatic Marketing
- 25. What about Product Managers? 47% own sales channel training 42% going on sales calls Source: 18th annual Product Management and Marketing Survey | Pragmatic Marketing
- 26. What about Product Managers? 47% own sales channel training 42% going on sales calls Source: 18th annual Product Management and Marketing Survey | Pragmatic Marketing
- 27. What about Product Managers? 47% own sales channel training 42% going on sales calls Source: 18th annual Product Management and Marketing Survey | Pragmatic Marketing 77% answering sales questions by emails
- 28. What about Product Managers? 47% own sales channel training 42% going on sales calls Source: 18th annual Product Management and Marketing Survey | Pragmatic Marketing 77% answering sales questions by emails 47% creating internal sales tools
- 29. What about Product Managers? 47% own sales channel training 42% going on sales calls Source: 18th annual Product Management and Marketing Survey | Pragmatic Marketing 77% answering sales questions by emails 47% creating internal sales tools 71% are measured directly by their products sales
- 30. The “uneducated" salesman vicious cycle
- 31. The “uneducated" salesman vicious cycle
- 32. The “uneducated" salesman vicious cycle Lack of Knowledge Selling Legacy products only Not promoting new capabilities Promising things we don’t have 1
- 33. The “uneducated" salesman vicious cycle Lack of Knowledge Selling Legacy products only Not promoting new capabilities Promising things we don’t have 1
- 34. The “uneducated" salesman vicious cycle Lack of Knowledge Selling Legacy products only Not promoting new capabilities Promising things we don’t have 1 Request for Information Support Calls “Flood” of unneeded emails Sales calls into the nights 2
- 35. The “uneducated" salesman vicious cycle Lack of Knowledge Selling Legacy products only Not promoting new capabilities Promising things we don’t have 1 Request for Information Support Calls “Flood” of unneeded emails Sales calls into the nights 2
- 36. The “uneducated" salesman vicious cycle Lack of Knowledge Selling Legacy products only Not promoting new capabilities Promising things we don’t have 1 Frustrations Unsatisfied customers Unsatisfied sales Unsatisfied mangement Continuous Escalations Keeping the deal alive 3 Request for Information Support Calls “Flood” of unneeded emails Sales calls into the nights 2
- 37. The “uneducated" salesman vicious cycle Lack of Knowledge Selling Legacy products only Not promoting new capabilities Promising things we don’t have 1 Frustrations Unsatisfied customers Unsatisfied sales Unsatisfied mangement Continuous Escalations Keeping the deal alive 3 Request for Information Support Calls “Flood” of unneeded emails Sales calls into the nights 2
- 38. The “uneducated" salesman vicious cycle Lack of Knowledge Selling Legacy products only Not promoting new capabilities Promising things we don’t have 1 Frustrations Unsatisfied customers Unsatisfied sales Unsatisfied mangement Continuous Escalations Keeping the deal alive 3 Request for Information Support Calls “Flood” of unneeded emails Sales Calls into the nights 2 FUUUCK!
- 39. Ori Bendet Director, Product Management About Me An experienced Product Leader with both Enterprise and Startup experience combining strong technical and marketing skills. I’m currently leading a SaaS based digital learning platform at Time To Know called iEcho who helps instructors and SMBs digitize their learning processes.
- 40. About Time To Know
- 41. About Time To Know A next-generation training solutions company with 12 years of Ed-Tech experience and expertise
- 42. About Time To Know A next-generation training solutions company with 12 years of Ed-Tech experience and expertise T2K Echo delivers effective training with a blended learning methodology
- 43. About Time To Know A next-generation training solutions company with 12 years of Ed-Tech experience and expertise T2K Echo delivers effective training with a blended learning methodology
- 44. Our Group
- 45. Our Group
- 46. Our Group
- 47. Our Group
- 48. Our Challenges
- 49. Our Challenges 4 separate teams Working as squads Each own their mini-backlog “Powered” by business needs Regional Squads
- 50. Our Challenges 4 separate teams Working as squads Each own their mini-backlog “Powered” by business needs Regional Squads Distributed Sales teams Spread across the globe Constantly traveling Less accessible via emails
- 51. Our Challenges 4 separate teams Working as squads Each own their mini-backlog “Powered” by business needs Regional Squads Distributed Sales teams Spread across the globe Constantly traveling Less accessible via emails Partners External to T2K Frequent changes in personal
- 52. Our Challenges Weekly releases 1-2 weeks of release Feature flags Dynamic content 4 separate teams Working as squads Each own their mini-backlog “Powered” by business needs Regional Squads Distributed Sales teams Spread across the globe Constantly traveling Less accessible via emails Partners External to T2K Frequent changes in personal
- 53. Our Challenges (too many) Hot-fixes As many as needed Un/planned Weekly releases 1-2 weeks of release Feature flags Dynamic content 4 separate teams Working as squads Each own their mini-backlog “Powered” by business needs Regional Squads Distributed Sales teams Spread across the globe Constantly traveling Less accessible via emails Partners External to T2K Frequent changes in personal
- 54. Before - Email
- 55. But everyone Hates Emails!
- 56. Nobody likes to read emails But everyone Hates Emails!
- 57. Nobody likes to read emails We couldn’t track who read it But everyone Hates Emails!
- 58. Nobody likes to read emails We couldn’t track who read it Unable to ensure people understood But everyone Hates Emails!
- 59. Nobody likes to read emails We couldn’t track who read it Unable to ensure people understood But everyone Hates Emails!
- 60. Nobody likes to read emails We couldn’t track who read it Unable to ensure people understood and… Everyone Hates emails! But everyone Hates Emails!
- 61. Other options?
- 66. Meetings Weekly Monthly Quarterly Sales Awareness Webinar (SAW) Other options?
- 67. Meetings Weekly Monthly Quarterly Sales Awareness Webinar (SAW) Technical Awareness Webinar (TAW) Other options?
- 68. Just in Time Training
- 69. Always busy Just in Time Training
- 70. Always busy Constantly traveling Just in Time Training
- 71. Always busy Constantly traveling Timezones issues Just in Time Training
- 72. Always busy Constantly traveling Timezones issues “Just-in-time-training” Just in Time Training
- 73. Just in Time Training “Just-in-time training provides employees with vital information when they need it the most.” Source: Christopher Pappas https://elearningindustry.com/best-practices-just-in-time-online-training
- 74. Just in Time Training
- 75. Micro-learning (“bite-size") Just in Time Training
- 76. Micro-learning (“bite-size") Micro-topic Just in Time Training
- 77. Micro-learning (“bite-size") Micro-topic Anytime, anywhere, any device Just in Time Training
- 78. Micro-learning (“bite-size") Micro-topic Anytime, anywhere, any device Completely searchable Just in Time Training
- 79. So…?
- 80. Time To Know A Digital Learning Platform
- 81. Time To Know A Digital Learning Platform Interactive, measurable method of delivering updates to the field
- 82. Time To Know A Digital Learning Platform Interactive, measurable method of delivering updates to the field Constant feedback and insights on everything
- 83. Time To Know A Digital Learning Platform Interactive, measurable method of delivering updates to the field Constant feedback and insights on everything Easily accessible
- 84. A Variety of Options
- 85. A Variety of Options - Open Source
- 86. A Variety of Options - Free edition
- 87. A Variety of Options - Free edition Over 1.1K different solutions
- 88. The beginning was very hard
- 89. The beginning was very hard
- 90. The beginning was very hard First win: who knew who didn’t read
- 91. The beginning was very hard First win: who knew who didn’t read Second win: who knew who read
- 92. The beginning was very hard First win: who knew who didn’t read Second win: who knew who read Third win: Genuine feedback
- 93. Feedback
- 95. … being mean is better!
- 96. Where are we now?
- 97. What we learned
- 98. What we learned Start small: baby steps > big steps > no steps
- 99. What we learned Start small: baby steps > big steps > no steps Engagement ranks: Video > Image > Text
- 100. What we learned Start small: baby steps > big steps > no steps Engagement ranks: Video > Image > Text A wall of shame > a wall of fame
- 101. "If you can’t measure it You can’t improve it” William Thompson, 1st Baron Kelvin
- 102. Thank you!