1 1 © 2012 3g Selling
Architecting High-Impact, Continuous and Blended Learning Experiences
Effective learning for today's world
Martyn Lewis Principal 3gS
2 © 2012 3g Selling
• Today’s world
• A plethora of choice
• Our role as architects
• The evolution of learning
• A roadmap for success
• Case study from Merck
• The new benchmarks
Effective learning for today's world
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Technology has massively changed the way in which we live, work and play
Today’s world
• 294 billion e-mails per day • 1.9 billion users
• 5.1 billion texts per day • 286 million texters
• 340 million tweets per day • 140m tweeters
• 1.6 million visits per day to
LinkedIn • 150 million users of
• First class mail: 28% decline in 10 years
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From batch to multi-threading
From individual to networked
From physical to virtual
From local to global
From tethered to mobile
How do we work?
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From batch to multi-threading
From individual to networked
From physical to virtual
From local to global
From tied to mobile
How do we work?
Matching the way we learn to the way we work
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A plethora of choice
eLearning Web based training
Live virtual training
Exploratory learning
Experiential learning
Simulation-based training
Gamification
Instructor-led
Blended learning
Synchronous Asynchronous
Just in time learning
Micro-learning
Mobile learning
Social learning
Cohort learning
Self-paced
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Learning
Why do we learn?
How do we learn?
Where do we go to learn?
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Why do we learn?
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How do we learn?
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Where do we go to learn?
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Learning
Why do we learn?
How do we learn?
Where do we go to learn?
…it depends.
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One size does not
fit all
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The need to architect
effective learning experiences
Our role as architects
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Integrated Learning
From To
Vehicle: Physical classroom Blended mix
Delivery: Scheduled Event Continuous
Location: Physical Virtual
Focus: Satisfaction of learner
Application of learning & business impact
Community: Exclusive Inclusive
Centric: Trainer Learner
Style: Discrete Integrated
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Assess and Define
Why?
What?
Who?
Change Analysis Design
A roadmap for architecting integrated learning
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The Continuous Learning System Model
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Assess and Define
Change Analysis
Motivation
Support
Feedback
Design
A roadmap for architecting integrated learning
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Assess and Define
Change Analysis Design
How?
When?
Where?
A roadmap for architecting integrated learning
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Think modular chunks
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6 considerations when assembling the pieces
1. Phase
2. Mode
3. Approach
4. Method
5. Cadence
6. Vehicle
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1. Phase
Launch
Assessment
Awareness Competency Mastery
Application
Reinforcement
• Not all may apply
• Can overlap
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2. Mode
Informational Transformational
Informational Transformational
Knowledge Know what they need to know Lack clarity or do not know
Motivation Self-motivated Not immediately motivated
Application Know what to do and have the ability and capability to do it
Unclear or lack the ability to apply
Reward Gain reward Perceive little benefit
Environment Supportive Challenging
Access Have access to required resources/tools
Lack easy access to resources/tools
Barriers Face few barriers in application May face barriers in application
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3. Approach
Exploratory Facilitated Self-paced Group-paced Individual Social Timeless Time-bounded
Informational Transformational
Facilitated
Exploratory
Individual
Social
Time-bounded
Timeless
Group-paced
Self-paced
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4. Method (How)
Learning Method
1. Instruction 10. Simulation
2. Self-study 11. Experiential
3. Research 12. Observation
4. Facilitated discussion 13. Role-play
5. Non-facilitated discussion 14. Gamification
6. Collaboration 15. Micro-learning
7. Question/Answer 16. Coach
8. Application 17. Assessment
9. Case study
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5. Cadence (When)
Learning Cadence
SYNCHRONOUS LIVE
1. Scheduled time
ASYNCHRONOUS
2. At any time (Unbounded)
3. At any time (Bounded)
4. Just-in-time
5. At the time
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6. Vehicle (Where)
Learning Vehicle
1. Physical classroom
2. Physical seminar
3. Live virtual classroom
4. Webinar
5. Webcast
6. Asynchronous via the web
7. Asynchronous, offline
8. “Less the mobile” device
9. Mobile device
10. Workplace
11. Print media
One size does not fit all
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Assess and Define
Why?
What?
Who?
Change Analysis
Motivation
Support
Feedback
Design
How?
When?
Where?
A roadmap for architecting integrated learning
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A model for integrated learning
Direction and collaboration Live interaction: learners to learners, learners to facilitators
Interaction with content Reinforcement and extension of learning
Application and coaching Interaction: learners to learners, learners to facilitators
Interaction with, and contribution to, content Interaction: learners to learners
Build Collaborate Facilitate Reflect Coach Apply
Review Share
Provide Refer Tell
Live/ virtual
Application
Asynchronous learning resources
Asynchronous collaboration
Transform
Inform
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Case Study
Kelly DeTommaso Leader, Customer Engagement & Selling Skills Curriculum Global Commercial Learning
Elissa Sternbergh Hoehn Executive Professional Development Trainer Global Commercial Learning
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Advanced Customer Engagement
Live
Application
Asynchronous Learning Resources
Video & Written Communications
to Sales Leadership
Branching Simulation eLearning
Knowledge Based Training
eLearning Backgrounder
Rep Self Assessment
Live Virtual Manager’s
Collaboration with Trainer
Manager Workbook
Live Classroom Define Sales Skill
Solve for Assessed Challenges Practice
Rep Workbook and Skills Application
Manager & Rep Assessment, Coaching & Goal-Setting Discussion
Manager Coaching using Coaching Guide and Conversation Starters
Formal Post Classroom Assessment of
Customer Impact (3,6,9, 12 months)
Manager-Led Sessions Discuss Team Progress
Post Classroom
Reinforcement Job Aids
Manager
Level 3 Assessment
Coaching and Collaboration
Communication & Assessment
Level 1 Assessment
Manager Assessment
Of Rep
Mentor-Led Activities / Observations
Live Virtual Manager-Led Mini-Meeting
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Moving beyond the walls of the physical classroom
The new benchmarks
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New benchmarks
Live/ virtual
Application
Asynchronous learning resources
Asynchronous collaboration
Broadcast media
Performance coaching
Social networking
Crowd-sourcing
Transform
Inform
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Live virtual
Live/ virtual
Application
Asynchronous learning resources
Asynchronous collaboration
Performance coaching
Social networking
Crowd-sourcing
Transform
Inform
Broadcast media
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Application
Live/ virtual
Application
Asynchronous learning resources
Asynchronous collaboration Social networking
Crowd-sourcing
Transform
Inform
Broadcast media
Performance coaching
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Asynchronous collaboration
Live/ virtual
Application
Asynchronous learning resources
Asynchronous collaboration
Performance coaching
Crowd-sourcing
Transform
Inform
Broadcast media
Social networking
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Asynchronous resources
Live/ virtual
Application
Asynchronous learning resources
Asynchronous collaboration
Performance coaching
Social networking
Transform
Inform
Broadcast media
Crowd-sourcing
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The challenge • Breaking the physical
classroom “habit” • Learner engagement • Doing it right
The opportunity • Faster • Better • Cheaper
Summary: Architecting training for today’s world
We live in a high-speed, multi-streaming, global, connected, social, and networked world.
Why should our training be any other way?
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Resources
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• Our blog • Twitter • LinkedIn
Copy of this presentation at: www.3gselling.com under Resources: On Demand Webcasts
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Rethinking Learning