3. Welcome and Introductions
Agenda
 Background
 Our vision and challenges
 Business and personal benefits
 Bringing the vision to life
 Creating the content and the academy community
 Next steps
COMMERCIAL IN CONFIDENCE
4. Our Vision
Background
 World changing fast
 More demanding – less time, less money
 Developing sales skills critical to all organisations …
 Without sales there is no business
 Advance passionate about supporting business growth
– especially B2B
 Been investigating new strategies to empower the sales community
COMMERCIAL IN CONFIDENCE
6. Our Vision
Vision
 Multidimensional e-training experience
 Classroom transformed to online
 Benefits of the physical classroom
 Additional benefits delivered, enabled by
today’s technology
 Fully featured LMS
 Online/offline mentoring and coaching
 Global social and business networking
COMMERCIAL IN CONFIDENCE
8. The Challenges
To replicate the classroom experience
 Deliver the assignment
 Allow feedback and discussion
 Monitor progress and access success
 “Words of wisdom”
 A-ha! Moments
 Storytelling
 Team debate, group interaction and questions
 Broader dialogue around the subject
 Use of tools and templates
 Deliver the “mentor”
COMMERCIAL IN CONFIDENCE
9. Business
and
Personal Benefits
COMMERCIAL IN CONFIDENCE
10. Financial and Lifestyle Benefits
Employers
 Make cost and admin savings
 Keep field-based people on the road
 Actively support the green agenda
 Compelling ROI
Employees
 Save travel time (field-based people)
 Work at times that suit them
 Influence their own personal development
Sales skills that people can deploy immediately
COMMERCIAL IN CONFIDENCE
12. Opportunities for You
Depends on who you are, why you came …
 Large organisations
- own-branded academies for your people
 Associations
- own-branded academies for your members
 SMEs, micros and individuals
- low cost, 24/7 access to content
 Associates
- sales development and account management
- enhancements to the experience
- supporting services (e.g. mentoring, coaching)
 Content partners
- sales and non-sales related content provision
- competitive content
- licensed content
COMMERCIAL IN CONFIDENCE
14. Return On Investment
The ROI case is compelling
Effectiveness
 Individual’s learning time down 40 - 60%
 Individual learner satisfaction up 30 - 85%
 Knowledge retention up 25 - 75%
 Consistency of learning up 25 - 80%
 Consistency of delivery 100%
Cost
 Cost of provision down 30 - 80%
Elapsed time
 Time to train a group down by 95%
e-Training versus e-learning
 The above ROI summaries are based on e-learning cases
 The Advance e-Training Experience will beat these results
Main sources of information above: Karl M Kapp, e.learning age, THINQ
15. Return On Investment
The ROI case is compelling
 Ernst & Young condensed 2,900 hours of
classroom training into 700 hours web,
200 hours distance and 500 hours classroom
– a 35% cost and 52% time saving (Hall 2000)
 BT delivered e-business training to 23,000
employees in 3 months at a cost of ÂŁ5.9m,
compared to ÂŁ17.8m over 5 years for
classroom training – a 67% cost saving
and a 95% elapsed time saving! (Taylor 2002)
What’s the biggest pay-off?
The impact on business speed and agility delivered by using e-training
strategically to facilitate change and growth
COMMERCIAL IN CONFIDENCE
17. Key issues for us….
• Changing consumer perceptions of e-training
From – Dull, boring, isolating, lonely, disappointing
• Emulate positive perceptions from classroom;
Inclusive, exciting, collective, interactive
• Ensure the course content is clearly absorbed and retained
• Create e-training that is completely immersive
• Create e-training that requires minimal instructions for use!
COMMERCIAL IN CONFIDENCE
18. Construction
of the
Platform
COMMERCIAL IN CONFIDENCE
19. Features
Our Platform – Artes181
 What is it?
 Infrastructure, intellectual property, training needs analysis, resource centre,
community support, development and progress recording …
 In sum, a repository for sales skills training – and much more
 What does it do?
 Provides a sales academy that helps people identify their training needs
 Delivers world class and accredited sales skills training online or on the move
 Offers ability to brand, customise and add to content
 Which means that you have:
 Access to £1m intellectual property, an infrastructure and hosting for the cost of a
few days’ project management, branding and low priced training modules
 Ability to add SCORM-compliant content to reflect your values, culture and needs
 Best of breed sales skills e-training
COMMERCIAL IN CONFIDENCE
20. Features
Multimedia
 Video
 Animation
 Audio
 Text
 LMS
 Online/offline mentoring and coaching
 Social and business networking 24/7
 Collaborative learning
COMMERCIAL IN CONFIDENCE
26. Community to drive cross sell and up sell
Public content MEMBER content PERSONAL content
EXPERT COMMUNITY SELF
authored authored authored
RESOURCES SELECTED FOR THE PERSONAL LEVEL
Expert level Community Level Personal level
Competition Collaboration Control
PREFERENCE FILTER
Ecommerce Confidentiality Customisation
PROFILE FILTER
Case studies Co-operation Creation
Expert content Contexts Privacy
Downloads Discussions RSS feeds
Advertising Participation Widgets
Sponsorship Polls and surveys Records
Licensing Blogs Blog
Affiliation and referrals Project Spaces File-store
Learning Resources Learning Spaces Learning Modules
CONTENT RISES TO THE EXPERT LEVEL
External Environment Internal Environment Personal Environment
COMMERCIAL IN CONFIDENCE
28. Support for trainees
Synchronous Premium
Students supporting each other
e.g. “the coffee room”
• Video-conferencing
Online = twitter / facebook /IM etc. • Instant messaging to tutor
OR OUR social learning platform • Face-to-face
Offline = however they choose
Unsupported Supported
Pastoral and technical
subject matter
• Unsupported DIY learning • Forums for discussion
• Off the shelf • Web-quests
• One size fits all • Resource building e.g. wiki
• Just-in-time • Email support
• Low cost • Service Level Agreement
Basic Asynchronous
COMMERCIAL IN CONFIDENCE
29. Instructional Design
Instructional Design Theory
 Gagnes 9 events of instruction
 Maslows Hierarchy of needs
 Blooms taxonomy
 Etienne Wenger community of practice
 Honey & Mumford learning styles
 Cable & Whiteheads cohesion model
COMMERCIAL IN CONFIDENCE
31. Supporting Mobile applications
Mobile usage ubiquitous with daily life
Klopfer et al (2002) identified 5 properties
of mobile devices support learning
1. Portability
2. Social Interactivity
3. Context Sensitivity
4. Connectivity
5. Individuality COMMERCIAL IN CONFIDENCE
32. Features of Advance Performance Support
Sign in Topic review Past entries
Users have individual Topics can be reviews either at Users can review past entries
accounts, linking to the already the start of the application or in order to monitor their own
developed elearning whilst inputting information. progress. Further
applications The mobile phone allows developments here would allow
for computer based learning constant access to the learning employers to monitor users
content while users are away progress to establish that the
from their computers sales process is being
performed correctly.
COMMERCIAL IN CONFIDENCE
36. Future Plans
Spring 2011 – Foundation Programme
Embryonic Community
Phase 1 – Key verbal skills
COMMERCIAL IN CONFIDENCE
37. Future Plans
Autumn 2011 – Winning the Sale
Phase 2 – Add key planning skills
COMMERCIAL IN CONFIDENCE
38. The Way Forward
From Winter 2011
Thriving
Community
Phase 3 – 20+ modules completed
COMMERCIAL IN CONFIDENCE
39. Future Plans
Then – over to you
Thriving
Community
Slide 39
Further developments guided by client needs
COMMERCIAL IN CONFIDENCE
40. Future Plans
We have a mass of IP to transform:
 Bespoke modules and programmes
 Train the trainer facilitators’ guides
 Deal planning, account planning and problem solving models
 Downloadable apps
 Sales management, sales process management programmes
 Multi-lingual versions as dictated by demand
 Accredited diplomas and master classes – CPD
And more – by end 2012, we plan to be at the centre of
the most comprehensive sales e-training community
COMMERCIAL IN CONFIDENCE
41. Summary so far
The sum of the parts …
collaboration
COMMERCIAL IN CONFIDENCE