To the Agile Go the Spoils: Why Lear
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Based on the information provided in the document, the key points that TEIL (technology-enabled informal learning) research tells us are: B. Sales organizations are the early adopters of TEIL, especially for product and technical training. D. Drivers for TEIL were improved access, ability to easily update and share content and cost reduction. E. Key TEIL growth area is mobile. To the Agile, Go the Spoils #CLO_Agility 19 POLL 2: Which TEIL tools do you currently use or plan to use? - Social Networks (LinkedIn, Facebook) - Microblogging (Twitter) - Video Sharing (You
To the Agile Go the Spoils: Why Lear
- 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. 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. 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. Frequently Asked Questions 1. 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. To the Agile Go the Spoils: Why Learning Must Evolve Daniel Margolis Managing Editor Chief Learning Officer magazine #CLOwebinar
- 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. To the Agile, Go the Spoils: Why Learning Must Evolve #CLO_Agility
- 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
- 10. Technology Intrepid Learning Solutions Enabled Solutions provides strategic learning Delivery & services, technology-enabled Managed Services learning 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. 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 & Administration To the Agile, Go the Spoils #CLO_Agility 11
- 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 organization To the Agile, Go the Spoils #CLO_Agility 12
- 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&A To the Agile, Go the Spoils #CLO_Agility 13
- 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 Consolidation Herring, S. (2011, March 21). Moving Toward 2020: The Learning Decade. Fast Company. To the Agile, Go the Spoils #CLO_Agility 14
- 15. Agile Learning Implications To the Agile, Go the Spoils #CLO_Agility 15
- 16. Traditional training investment is outmoded for today’s learner To the Agile, Go the Spoils #CLO_Agility 16
- 17. POLL 1: Do you agree with the 70/20/10 Learning Model? - Yes - No - Maybe To the Agile, Go the Spoils #CLO_Agility 17
- 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. 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. What Business Problems Does TEIL Focus On? N = 98 To the Agile, Go the Spoils #CLO_Agility 20
- 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. 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 Respondents N = 108 To the Agile, Go the Spoils #CLO_Agility 22
- 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. SALES & ONBOARDING AGILITY EXAMPLES 24
- 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, US To the Agile, Go the Spoils #CLO_Agility 25
- 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 capability To the Agile, Go the Spoils #CLO_Agility 26
- 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 mo To the Agile, Go the Spoils #CLO_Agility 27
- 28. Live The Culture To the Agile, Go the Spoils #CLO_Agility 28
- 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 mo To the Agile, Go the Spoils #CLO_Agility 29
- 30. Tablets Used More Frequently for Sales 2.0 Learning “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. POLL 2: Are you using tablets for learning and/or performance support? - Yes - No - No, but plan to implement in the next 12 months To the Agile, Go the Spoils #CLO_Agility 31
- 32. Social sharing is Menus match business encouraged for workflow client-ready content Learner experience matches corporate brand messaging To the Agile, Go the Spoils #CLO_Agility 32
- 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. Individuals are assigned to a peer group to accelerate sharing across boundaries Playlist is pre-populated on the first day To the Agile, Go the Spoils #CLO_Agility 34
- 35. Accelerate Performance To the Agile, Go the Spoils #CLO_Agility 35
- 36. Content aligned to ASTD sales competencies To the Agile, Go the Spoils #CLO_Agility 36
- 37. Co-mingle content from informal and formal sources To the Agile, Go the Spoils #CLO_Agility 37
- 38. Content added to playlist To the Agile, Go the Spoils #CLO_Agility 38
- 39. Relevant content appears here Manager pushes another item to playlist To the Agile, Go the Spoils #CLO_Agility 39
- 40. Stay Engaged To the Agile, Go the Spoils #CLO_Agility 40
- 41. Quicklinks provides single location to access all portals Bio is updated to allow others to search her past and current experience To the Agile, Go the Spoils #CLO_Agility 41
- 42. Personal content contributions and blog posts are displayed here To the Agile, Go the Spoils #CLO_Agility 42
- 43. Meet Lisa Vance, Retail Sales Person Company 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. Cisco: The Future of Shopping To the Agile, Go the Spoils #CLO_Agility 44
- 45. 3 Sweden, an Example http://bit.ly/e8DvHs To the Agile, Go the Spoils #CLO_Agility 45
- 46. Gameification – the next wave -1 mo Start +1 mo +6 mo - 1 wk +1 wk +3 mo To the Agile, Go the Spoils #CLO_Agility 46
- 47. AGILE IMPLEMENTATION PROCESS 47
- 48. Five Step Process for Implementation 1. Measure 2. Support and learn workflow 3. Select 5. Leverage appropriate best practices technology 4. Deliver relevant content To the Agile, Go the Spoils #CLO_Agility 48
- 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. 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_writer To the Agile, Go the Spoils #CLO_Agility 50
- 51. 411 1st Avenue South Suite 400 Seattle, Washington 98104 www.intrepidls.com To the Agile, Go the Spoils #CLO_Agility
- 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. Join Our Next CLO Webinar Beyond Learning: Make Your LMS Mission Critical to Your Organization Thursday, June 23, 2011 CLO 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