Managing a Successful Sales Training & Development Program with eLearning.

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Transcript of Managing a Successful Sales Training & Development Program with eLearning.

Page 1: Managing a Successful Sales Training & Development Program with eLearning.
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Managing a Successful Sales Managing a Successful Sales Training & Development Training & Development Program with eLearningProgram with eLearning

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Identified Needs tied to Agency’s Objectives Integrate Learning Program into the

Organizational Culture High Level Sponsorship Proactive Leadership Marketing and Communication

Critical Success FactorsCritical Success Factors

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e-Learning makes training available to the employee when they need it.

• Training just before it is needed• Flexible scheduling• Complement to instructor-led training• Retake/Reference training as often as needed

Just-in-Time TrainingJust-in-Time Training

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• Students create their own learning path using pre-assessments.

• Students then follow topics of study assigned through their personalized Precision Learning Track.

• Students can practice exercises whenever they want.

• Review and repeat information at student’s convenience.

Individual Learning PathsIndividual Learning Paths

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...Each Individual has a Different Starting Point

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MANAGER’S ROLEMANAGER’S ROLE

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Visibly support through word and action Set expectation in advance of training Ask employee for plan/schedule Honor Time set aside for training -“Training in Progress - Do Not Disturb” Follow-up on Progress of Training Provide positive reinforcement and recognition

Manager’sManager’s RoleRole

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• Express commitment

• Model commitment

• Reinforce commitment

3 Key Actions for Managers3 Key Actions for Managers

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• What is it?• What courses are available• The look and feel of the courses• Benefits in using the courses

• Tie it to the performance objectives.• Discuss schedule in advance of training

Express CommitmentExpress Commitment

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• Take at least one course yourself• Visibly support through word and action

• Develop your own individual training plan/schedule

Model CommitmentModel Commitment

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• Follow up on outcomes from training/performance plans

• Provide positive reinforcement and recognition• Answer WIIFM (what’s in it for me?)

Reinforce CommitmentReinforce Commitment

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• Rewards to take Training must be Greater than Rewards for Staying Status Quo

• Tangible Rewards- Certificates of Completion- Wall of Fame- Positive Recognition (Public)

• Intrinsic- Challenge of a difficult or new task- Doing your best- Appreciation

MotivatorsMotivators