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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
3 © 2012 3g Selling
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
4 © 2012 3g Selling
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?
5 © 2012 3g Selling
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
6 © 2012 3g Selling
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
7 © 2012 3g Selling
Learning
Why do we learn?
How do we learn?
Where do we go to learn?
8 © 2012 3g Selling
Why do we learn?
9 © 2012 3g Selling
How do we learn?
10 © 2012 3g Selling
Where do we go to learn?
11 © 2012 3g Selling
Learning
Why do we learn?
How do we learn?
Where do we go to learn?
…it depends.
12 © 2012 3g Selling
One size does not
fit all
13 © 2012 3g Selling
The need to architect
effective learning experiences
Our role as architects
14 © 2012 3g Selling
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
15 © 2012 3g Selling
Assess and Define
Why?
What?
Who?
Change Analysis Design
A roadmap for architecting integrated learning
16 © 2012 3g Selling
The Continuous Learning System Model
17 © 2012 3g Selling
Assess and Define
Change Analysis
Motivation
Support
Feedback
Design
A roadmap for architecting integrated learning
18 © 2012 3g Selling
Assess and Define
Change Analysis Design
How?
When?
Where?
A roadmap for architecting integrated learning
19 © 2012 3g Selling
Think modular chunks
20 © 2012 3g Selling
6 considerations when assembling the pieces
1. Phase
2. Mode
3. Approach
4. Method
5. Cadence
6. Vehicle
21 © 2012 3g Selling
1. Phase
Launch
Assessment
Awareness Competency Mastery
Application
Reinforcement
• Not all may apply
• Can overlap
22 22 © 2012 3g Selling
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
23 © 2012 3g Selling
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
24 © 2012 3g Selling
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
25 © 2012 3g Selling
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
26 © 2012 3g Selling
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
27 © 2012 3g Selling
Assess and Define
Why?
What?
Who?
Change Analysis
Motivation
Support
Feedback
Design
How?
When?
Where?
A roadmap for architecting integrated learning
28 © 2012 3g Selling
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
29 © 2012 3g Selling
Case Study
Kelly DeTommaso Leader, Customer Engagement & Selling Skills Curriculum Global Commercial Learning
Elissa Sternbergh Hoehn Executive Professional Development Trainer Global Commercial Learning
30 © 2012 3g Selling
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
31 © 2012 3g Selling
Moving beyond the walls of the physical classroom
The new benchmarks
32 © 2012 3g Selling
New benchmarks
Live/ virtual
Application
Asynchronous learning resources
Asynchronous collaboration
Broadcast media
Performance coaching
Social networking
Crowd-sourcing
Transform
Inform
33 © 2012 3g Selling
Live virtual
Live/ virtual
Application
Asynchronous learning resources
Asynchronous collaboration
Performance coaching
Social networking
Crowd-sourcing
Transform
Inform
Broadcast media
34 © 2012 3g Selling
Application
Live/ virtual
Application
Asynchronous learning resources
Asynchronous collaboration Social networking
Crowd-sourcing
Transform
Inform
Broadcast media
Performance coaching
35 © 2012 3g Selling
Asynchronous collaboration
Live/ virtual
Application
Asynchronous learning resources
Asynchronous collaboration
Performance coaching
Crowd-sourcing
Transform
Inform
Broadcast media
Social networking
36 © 2012 3g Selling
Asynchronous resources
Live/ virtual
Application
Asynchronous learning resources
Asynchronous collaboration
Performance coaching
Social networking
Transform
Inform
Broadcast media
Crowd-sourcing
37 37 © 2012 3g Selling
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?
38 © 2012 3g Selling
Resources
3GS online community • www.3gSelling.com includes links to
• Our blog • Twitter • LinkedIn
Copy of this presentation at: www.3gselling.com under Resources: On Demand Webcasts
Sign up for notification of publication of the “Rethinking Learning Book” at: www.3gselling.com under Resources: Publications
Or contact me directly at martyn.lewis@3gSelling.com
Rethinking Learning
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