Learning for profit

Learning for profitUrgencyLearning

Bus & bikeHermann Ebbinghaus

Meta-learningSystems viewpoint

Sales example

Now

“Are your people learning and growingfast enough to be successful in the future?”

Network evolution

Learning Learning happens happens naturallynaturally

Learning

Learning = acquiring the skills and knowledge to help one prosper in our rapidly changing world.

Learning = adaptation to environment

• Learning leads to action• Fit with ecosystems that matter• Optimal connections to people &

knowledge• Great networking great learning• Better learning = better results

10

InformalInformalFormalFormal

Corporate LearningCorporate Learning

Roadmap = curriculum

Rider chooses path

Appropriate for novices acquiring a new framework or “knowledge tapestry”

Appropriate for experienced employees filling in gaps in their knowledge

PushPush

PullPull

13

InformalInformal

FormalFormal

How People Learn to Do Their JobsHow People Learn to Do Their Jobs

80%80%

20%20%

14

Explicit TacitNovice

InformalInformal

FormalFormal

How Corporations Spend Their MoneyHow Corporations Spend Their Money

80%80%

20%20%

Spending MismatchSpending Mismatch

16

Corporate LearningCorporate Learning

Training departments great at driving busses

Training departments have little experience building bike paths.

17

1885, Über das Gedächtnis: Untersuchungen zur experimentellen Psychologie.

Herrman EbbinghausJanuary 24, 1850–February 26, 1909

18

Training as EventTraining as Event

Retention

Novice

Workshop

On the job

Time

Retention

Work

Training as event

WorkTrain

20

Forgetting CurveForgetting Curve

Retention

Novice

Workshop

On the job

Time

Retention

Training Back to work

Beginning

Learning as process

Middle

Team meets in advance, get to know one another, and discuss their goals for the workshop

Updates

Alumni = support network

Wiki Q&A

Brief recall session

End

22

Impact of ReinforcementImpact of Reinforcement

Retention

Novice

Workshop

On the job

Time

Retention

10 minutes 3 minutes5 minutesReview time

23

Impact of ReinforcementImpact of Reinforcement

Workshop

10 minutes 3 minutes5 minutesReview time

49

Reviewnotes

Chat withpeers

Bot oremail

summary

Sales training: before

Before

Selling @ $5 million/year

One-weekworkshop

15 monthsHiredMakingQuota

After

Sales training: after

Selling @$5 million/year

One-weekcase study

eLearning Coaching

6 months

26

Before

After

Time saved

15 months

6 months

9 months

Achieved quota in 6 months instead of 15

1440 x ¾ x $5 million = $3.5 billion

Incremental revenue

120 hires/month = 1440 hires/year

9 months = 3/4 year

quota attained = $5 million

Facilitate ConversationFacilitate Conversation

29

Get engaged

31

Bluma Zeigarnik 1900 – 1988

Kurt Zadek Lewin 1890 - 1947

jaycross.com

Pull Learning

Active learner

Learner defines content

Conversation & discovery

Competence

Independence

Learn in Group

Web 2.0

Push Learning

Passive student

Others set curriculum

Courses, workshops

Grades

Obedience

Learn on your own

Unchanging

knowledge

Grades

Obedience

Learn on your own

Unchanging

knowledge

Pull Learning

Active learner

Learner defines content

Conversation & discovery

Competence

Independence

Learn in Group

Web 2.0

Push Learning

Passive student

Others set curriculum

Courses, workshops

Grades

Obedience

Learn on your own

Unchanging

knowledge