To the Agile Go the Spoils: While Learning Must Evolve

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To the Agile Go the Spoils: While Learning Must Evolve

  1. 1. To the Agile Go the Spoils: Why Learning Must Evolve Speaker: Darin Hartley Executive Director of Client Management Intrepid Learning Moderator: Daniel Margolis Managing Editor Chief Learning Officer magazine #CLOwebinar
  2. 2. Tools You Can Use•  Q&A –  Click on the Q&A panel (?) in the bottom right corner –  Type in your question in the space provided –  Click on “Send.” #CLOwebinar
  3. 3. Tools You Can Use•  Polling –  The poll will appear on the right side of your screen –  Select the best option for each question –  Click on “Submit” #CLOwebinar
  4. 4. Frequently Asked Questions1. Will I receive a copy of the slides after the webinar? YES 2. Will I receive a copy of the webinar recording? YES Please allow up to 2 business days to receive these materials #CLOwebinar
  5. 5. To the Agile Go the Spoils: Why Learning Must Evolve Daniel Margolis Managing Editor Chief Learning Officer magazine #CLOwebinar
  6. 6. To the Agile Go the Spoils: Why Learning Must Evolve Darin Hartley Executive Director, Client Management Intrepid Learning dhartley@intrepidls.com (206) 838-9345 @soc_net_writer Linkedin.com/in/darinhartley #CLOwebinar
  7. 7. To the Agile, Go the Spoils:Why Learning Must Evolve #CLO_Agility
  8. 8. Darin Hartley - Bio Executive Director, Client Management @ Intrepid – a significant part of my role here is in business development Twenty plus years in training (ASTD, Dell, EG&G, Lockheed Martin, GP, US Navy) Graduate & Undergraduate degrees in Training Management and Corporate Training Author – 10 Steps to Successful Social Networking for Business and three other titles Passionate believer in the potential for appropriately harnessed technology can do for learning 8
  9. 9. #CLO_Agility9
  10. 10. Technology Intrepid Learning Solutions Enabled Solutions provides strategic learning Delivery &services, technology-enabled Managed Serviceslearning solutions, and expert learning execution to blue Consulting chip companies Research / Theory of Adult Learning From strategy and design, to technology and execution, we’re dedicated to the idea that learning can empower individuals and transform organizations 10 to achieve epic performance
  11. 11. Intrepid Services & Solutions Technology Business Consulting Enabled Outsourcing Solutions Solutions Instructor Learning Delivery Strategy, Management Services Analysis & Development Research eLearning Content Design Sales Readiness & Development Measurement Mobile Learning Virtual Classroom New Hire Learning Content Design Training Orientation Technology & Development Management Agile Web Portal Channel Learning Enablement Training Technology Program Management & AdministrationTo the Agile, Go the Spoils #CLO_Agility 11
  12. 12. Webinar Objectives•  Describe the connection between business agility, learning agility and informal learning•  Apply technology-enabled informal learning research and trends to your business challenge•  Apply example user scenarios and solutions, and a best practice model for designing an effective technology- enabled informal learning strategy for your organizationTo the Agile, Go the Spoils #CLO_Agility 12
  13. 13. Agenda•  Introductions•  Brief overview of Intrepid Learning Solutions•  Description of Agility•  Macro-level trends around Technology-Enabled Informal Learning•  Sales & Onboarding agility example•  Model for agile implementation•  Summary and Q&ATo the Agile, Go the Spoils #CLO_Agility 13
  14. 14. A myriad of factors are colliding and forcing organizations to focus on people agility. Top-Line Unanticipated Innovations Disruptive Conditions Technology Culture Competitive Change Pressures Leadership Increasing Vacuum Speed Knowledge Workers Business Beyond Commodity Agility Virtuous Future Jobs Circle Return to Emerging Growth Markets Industry Failing Grade Change Industry Brain Drain ConsolidationHerring, S. (2011, March 21). Moving Toward 2020: The Learning Decade. Fast Company. To the Agile, Go the Spoils #CLO_Agility 14
  15. 15. Agile Learning ImplicationsTo the Agile, Go the Spoils #CLO_Agility 15
  16. 16. Traditional training investment is outmoded for today’s learnerTo the Agile, Go the Spoils #CLO_Agility 16
  17. 17. POLL 1: Do you agree with the 70/20/10 Learning Model?- Yes- No- MaybeTo the Agile, Go the Spoils #CLO_Agility 17
  18. 18. DEFINITION: TEIL (via Intrepid) Continuous learning that takes place independent of instructors or formal courses through social, collaborative or on-demand tools that allow learners and experts to share content with one another.To the Agile, Go the Spoils #CLO_Agility 18
  19. 19. What does TEIL Research Tell Us?A.  Inclusion of technology-enabled informal learning (TEIL) in solution development is generally high.B.  Sales organizations are the early adopters of TEIL, especially for product and technical training.C.  92% of survey respondents said TEIL worked average or better when applied to their most important objectives.D.  Drivers for TEIL were improved access, ability to easily update and share content and cost reduction.E.  Key TEIL growth area is mobile. About this Study: -  Performed in September 2010 -  110 participants in 21 industries To the Agile, Go the Spoils #CLO_Agility 19
  20. 20. What Business Problems Does TEIL FocusOn?N  =  98   To the Agile, Go the Spoils #CLO_Agility 20
  21. 21. How is TEIL Used for Sales?Understanding  technical/product  information 74% 10% Communicating  the  value  proposition 69% 12% Identifying  customer  needs 58% 22% Representing  client  success  stories 57% 17% Maintaining  good  customer  relations 56% 19% Qualifying  leads 52% 21% Positioning  against  the  competition 52% 19% Acquiring  sales  best  practices 52% 23% Current  Use Overcoming  customer  objections 48% 21% Planned  Use Understanding  the  target  customer  profile 48% 23% Using  CRM  effectively 47% 23% Negotiating  and  closing  sales 35% 19% Communicating  with  executives 34% 16% Understanding  financial  fundamentals 32% 19% Forecasting  new  sales  accurately 30% 23% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90%N  =  72   Percent  of  Respondents To the Agile, Go the Spoils #CLO_Agility 21
  22. 22. Why was TEIL introduced? Make  c ontent  accessible  to  more  learners   68% Increase  learners  ability  to  self-­‐serve 65% Provide  quick/easy  ways   to  update  &  share  fresh  c ontent 59% Promote  c ulture  of  sharing  among  peers,  mentors  &  e xperts 48% Improve  r elevancy  (e.g.,  by  personalization,  ratings,   search) 19% Track  usage  patterns  to  improve  decisions   15% Increase  brand  awareness  or  c ustomer  loyalty 13% Other  (please  specify  below) 10% 0% 10% 20% 30% 40% 50% 60% 70% 80% Percent  of  RespondentsN  =  108   To the Agile, Go the Spoils #CLO_Agility 22
  23. 23. What Technologies Support TEIL? Conferencing  software   91% 5% Short-­‐form  c ontent  (e.g.,  job  aids) 79% 12% Short  e -­‐learning  pieces 73% 20% Widespread  Adop4on   Surveys  and  polls 73% 14% Quizzes 69% 8% Chat/forums 52% 19% Blogs  and  microblogs 50% 14% Communities  of  practice 48% 28% Video  (e.g.,  YouTube-­‐like) 47% 23% Current  Use Podcasts 43% 21% Planned  Use Wikis 42% 10% Mentor  networks 40% 24% Social  networking  software 36% 17% High  Growth  Areas   Expert  directories 30% 24% Mobile  learning 21% 33% 0% 20% 40% 60% 80% 100% 120% Percent  of  Respondents N  =  108  To the Agile, Go the Spoils #CLO_Agility 23
  24. 24. SALES & ONBOARDINGAGILITY EXAMPLES 24
  25. 25. Rebuilding a Sales Organization (Case Study) •  New leadership and new culture from merger •  Lost half of sales team in 2010 due reorganization •  Need to achieve 30% growth in 2011 Peter Wiley, Sales General Manager, USTo the Agile, Go the Spoils #CLO_Agility 25
  26. 26. Minimal Capacity to Successfully Train Creating and closing opportunities 4.5 Recruiting sales talent Protecting accounts 4 3.5 3 Maintaining accounts Defining and positing solutions 2.5 2 Focus on rapid execution and building 1.5 capability 1 Designing compensation 0.5 Supporting indirect selling Your Score 0 Industry Mean Building sales infrastructure Setting sales strategy Managing within the sales Coaching for sales results ecosystem Delivering sales training Developing sales force capabilityTo the Agile, Go the Spoils #CLO_Agility 26
  27. 27. Rebuilding a Sales Organization •  No time to waste •  First wave of sales recruits on the way Sara Rafferty Direct Sales -1 mo Start +1 mo +6 mo - 1 wk +1 wk +3 moTo the Agile, Go the Spoils #CLO_Agility 27
  28. 28. Live The CultureTo the Agile, Go the Spoils #CLO_Agility 28
  29. 29. The Package Arrives •  New Hire “Paperwork” •  Welcome Videos from CEO and other Executives •  Expectations and Orientation to Day 1 -1 mo Start +1 mo +6 mo - 1 wk +1 wk +3 moTo the Agile, Go the Spoils #CLO_Agility 29
  30. 30. Tablets Used More Frequently for Sales 2.0Learning “Global CIO: Inside SAP: 2,500 iPads Are Only The Beginning.” (InformationWeek, Jan 13 2011) “ The Hartford Piloting iPads for Annuity Sales: iPads enhance speed-to-market by providing timely information and resources for financial professionals, The Hartford says. (The”Virtual Water Cooler, Feb 7 2011) “Mercedes-Benz Dealers Use Apple iPad to Sell Cars”To the Agile, Go the Spoils #CLO_Agility 30
  31. 31. POLL 2: Are you using tabletsfor learning and/or performance support?- Yes- No- No, but plan to implement in the next 12 monthsTo the Agile, Go the Spoils #CLO_Agility 31
  32. 32. Social sharing is Menus match business encouraged for workflow client-ready content Learner experience matches corporate brand messagingTo the Agile, Go the Spoils #CLO_Agility 32
  33. 33. As assessments and New employees are polls are completed, new encouraged to engage. content is suggested. Results help trainers with mentor assignment.To the Agile, Go the Spoils #CLO_Agility 33
  34. 34. Individuals are assigned to a peer group to accelerate sharing across boundariesPlaylist is pre-populated on the first dayTo the Agile, Go the Spoils #CLO_Agility 34
  35. 35. Accelerate PerformanceTo the Agile, Go the Spoils #CLO_Agility 35
  36. 36. Content aligned to ASTD sales competenciesTo the Agile, Go the Spoils #CLO_Agility 36
  37. 37. Co-mingle content from informal and formal sourcesTo the Agile, Go the Spoils #CLO_Agility 37
  38. 38. Content added to playlistTo the Agile, Go the Spoils #CLO_Agility 38
  39. 39. Relevant content appears here Manager pushes another item to playlistTo the Agile, Go the Spoils #CLO_Agility 39
  40. 40. Stay EngagedTo the Agile, Go the Spoils #CLO_Agility 40
  41. 41. Quicklinks provides single location to access all portals Bio is updated to allow others to search her past and current experienceTo the Agile, Go the Spoils #CLO_Agility 41
  42. 42. Personal content contributions and blog posts are displayed hereTo the Agile, Go the Spoils #CLO_Agility 42
  43. 43. Meet Lisa Vance, Retail Sales PersonCompany  Profile   §  Top  fashion  specialty  retailer     §  Known  for  quality  and  excep4onal  customer  service   §  E-­‐commerce  innovator     §  Strong  in  women’s  fashion  and  accessories   §  Challenges:  appeal  to  value-­‐oriented  market;  bad  debt  related  to   sluggish  economy  About  Lisa   §  Retail  Sales  Professional  in  Handbags  and  Accessories  Dept.   §  Avid  mobile  device  user  and  early  adopter  Lisa’s  Challenges  and  Goals   §  Keep  up  with  trends,  products,  seasons,  promo4ons  and  sales,  etc.   §  Unobtrusively  “size  up”  clients  to  make  recommenda4ons   §  Wants  to  use  smartphone  to  master  product  info  and  posi4oning   §  Curious  how  iPad  and  smart  kiosks  could  help  her  advise   customers     43
  44. 44. Cisco: The Future of ShoppingTo the Agile, Go the Spoils #CLO_Agility 44
  45. 45. 3 Sweden, an Example http://bit.ly/e8DvHsTo the Agile, Go the Spoils #CLO_Agility 45
  46. 46. Gameification – the next wave -1 mo Start +1 mo +6 mo - 1 wk +1 wk +3 moTo the Agile, Go the Spoils #CLO_Agility 46
  47. 47. AGILE IMPLEMENTATIONPROCESS 47
  48. 48. Five Step Process for Implementation 1. Measure 2. Support and learn workflow 3. Select 5. Leverage appropriate best practices technology 4. Deliver relevant contentTo the Agile, Go the Spoils #CLO_Agility 48
  49. 49. Call to Action!•  What did you learn today that you plan to apply in your organization?To the Agile, Go the Spoils #CLO_Agility 49
  50. 50. What’s next? Contact Me Visit Intrepid’s Connect via Directly Website Social Networks If you have any Learn about our questions, please feel philosophy, and free to contact me. technology by visiting Darin Hartley Executive Director, www.intrepidls.com Client Management Be sure to visit our dhartley@intrepidls.com blog for fresh content o:206.838.9345 about learning and c:206.718.2120 technology. Twitter: @soc_net_writerTo the Agile, Go the Spoils #CLO_Agility 50
  51. 51. 411 1st Avenue South Suite 400 Seattle, Washington 98104 www.intrepidls.comTo the Agile, Go the Spoils #CLO_Agility
  52. 52. Questions and Answers Darin Hartley Executive Director of Client Management Intrepid Learning dhartley@intrepidls.com (206) 838-9345 @soc_net_writer Linkedin.com/in/darinhartley #CLOwebinar
  53. 53. Join Our Next CLO WebinarBeyond Learning: Make Your LMS Mission Critical to Your Organization Thursday, June 23, 2011CLO Webinars start at 2 p.m. Eastern / 11 a.m. Pacific Register at www.clomedia.com/events Join the CLO Network: http://network.clomedia.com/ #CLOwebinar

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