ROI
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ROI ROI Online Educa November 28, 2002
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ROI. Online Educa November 28, 2002. Training New-Hire Sales Force. One-week workshop in California 1,440 new additions to sales force each year $5 million average quota 15 months to reach proficiency. Training New-Hire Sales Force. Moved workshop to six weeks in - PowerPoint PPT Presentation
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ROIROI
Online EducaNovember 28,
2002
Training New-Hire Sales Training New-Hire Sales ForceForce
• One-week workshop in California• 1,440 new additions to sales force each year• $5 million average quota• 15 months to reach proficiency
Training New-Hire Sales Training New-Hire Sales ForceForce
• Moved workshop to six weeks in• eLearning before & after workshop• Workshop focus on case & enthusiasm• Online reference information• 6 months to reach proficiency
1440 people x ¾ year x $5 million quota = $3.5 billion/year
time saved
Unisys Unisys UniversityUniversity
• Employee satisfaction 29% 76%• Reduced training delivery costs 25-45% • Reduced training time 35-45%• $100,000,000/year incremental revenue
Principle of MaterialityPrinciple of Materiality
RR• Tangible outcomes: revenues,
profits, compliance, capabilities• Intangible outcomes: flexibility,
bench strength, innovation, attitude, speed, the “People Value Chain”
Common Sense Refutes Common Sense Refutes Accounting NonsenseAccounting Nonsense
Accounting assumes:• Capable people not an asset• Training not an investment• Know-how is worthless
II
• Opportunity cost• Focus on core, outsource the rest
Extended Enterprise Enterprise
Our workers
Our workers
Training and Development Responsibility
Extended EnterpriseExtended Enterprise
CustomerCustomer
DealersDealers
SuppliersSuppliersRawmaterials
Rawmaterials
Value Chain
Our workers
Our workers
Good for the department, Good for the department, bad for the organizationbad for the organization
Sales Department
FinanceDepartment
Manufacturing
TrainingDepartment
Senior Management
Field Organization
Evolution of the Form of Evolution of the Form of eLearningeLearning
eLearning, all online
1
instructor-ledonlineinstructor-led
“Blended Learning”
2
+ simulation
Evolution of the Forms of Evolution of the Forms of LearningLearning
Online learning
Community
Customer news feed
Simulation
Mentor Online learning path
Knowledge objects
Performance support
Tuned Googol, Amazon, news
Classroom
Learning Environment
3
MetricsMetricsOld &Tired• Single-point ROI• Traditional
accounting• Training
measures (attendance, hours)
Current & Wired• Business metrics• Productivity• Cycle time• Balanced
scorecard• Benchmarking• Time to
proficiencyLMSLMS
www.eLearningForum.com
