Focus Magazine - Winter 2017 - 48
TECHNOLOGY
Leveraging Simulation-Based
Technology in Training
■ By Gayle Shaw-Hones
As learning
technologies
evolve, so does the
modern learner.
T
raditionally, professional expertise was
believed to be the key to expert
performance. To be considered an
expert, people were required to demonstrate
mastery of specific knowledge and skills, and
their performance was measured in terms of
experience and reputation. However, research
has shown that the real key to expert
performance is deliberative practice (DP).
What is DP? In a 2008 article, published in
Academic Emergency Medicine, K. Anders
Ericsson defined DP as training that focused on
improving particular tasks through the use of
problem solving and evaluation, immediate
feedback, and opportunities for repeated
performance. Ericsson believes the same
training methods used to develop expert
performance in areas like music and sports can
be used to develop expert performance in other
areas.
is idea is not new to the sales training
industry. For years, professional performance
was built on the concept of role play. Reps were
flown in for a one or two-day workshop during
which they received new information and then
practiced delivering that information in a
variety of scenarios. ey then flew back to
their territories to practice what they had
learned. But that was a long time ago and the
training world has changed significantly since
then. For example, while the best place for a rep
to be is in the field (as opposed to in a
workshop), practicing on actual customers is
not a great idea.
en came the technological revolution.
Training could now be delivered in a digital
format that offers reps the ability to learn on the
job and in the field. But as learning
technologies evolved, so did the modern
learner. According to research by Deloitte, the
modern learner is oen overwhelmed,
distracted and impatient. In fact, many learners
only have 1 percent of a typical work week to
focus on training and development - including
practice. is new reality is the impetus behind
the current approach of learning in the
moment of need. e key tenets of this
approach require training to be:
* Personalized: Learner-centric, based on
demonstrated learner needs.
* On-demand: Available in the moment of
need.
* Behavior-focused: Drive required behaviors
through real-world practice.
* Fast and simple: Effective, efficient,
measurable learning.
* Data-driven: Provide metric-based coaching
about learner performance.
So how best to meet these demands?
Simulation training uses a "synthetic" practice
environment to teach competencies to learners
and improve their performance. Simulation
48
FOCUS | Winter 2017 | www.L-TEN.org
http://www.L-TEN.org
Table of Contents for the Digital Edition of Focus Magazine - Winter 2017
LTEN Focus on Training Magazine
From the President: Preparing for Change
Table of Contents
Table of Contents
Guest Editor: Facilitative Training & Mutual Learning Models
Directions: A Time to Reflect and Plan
Front of the Room: Help! I've Got a Big Audience!
Building Account Management Capabilities
6th Annual Medical Device & Diagnostics Trainers Summit
Training Your Sales Team for Today's Changing Customers
Training Reinforcement 101
Sales Simulation Programs that Drive Performance
5 Persuasive Communication Lessons
Do It Yourself In-House Talent Development
Leveraging Simulation-Based Technology in Training
3 Essential Pillars for Competitive Selling
Virtual How: Learning Innovation & Best Practices
Ad Index
Focus Contacts
Meet Your Incoming LTEN Board President
Focus Magazine - Winter 2017 - Intro
Focus Magazine - Winter 2017 - LTEN Focus on Training Magazine
Focus Magazine - Winter 2017 - Cover2
Focus Magazine - Winter 2017 - 3
Focus Magazine - Winter 2017 - 4
Focus Magazine - Winter 2017 - From the President: Preparing for Change
Focus Magazine - Winter 2017 - 6
Focus Magazine - Winter 2017 - Table of Contents
Focus Magazine - Winter 2017 - 8
Focus Magazine - Winter 2017 - Table of Contents
Focus Magazine - Winter 2017 - 10
Focus Magazine - Winter 2017 - Guest Editor: Facilitative Training & Mutual Learning Models
Focus Magazine - Winter 2017 - 12
Focus Magazine - Winter 2017 - Directions: A Time to Reflect and Plan
Focus Magazine - Winter 2017 - 14
Focus Magazine - Winter 2017 - Front of the Room: Help! I've Got a Big Audience!
Focus Magazine - Winter 2017 - 16
Focus Magazine - Winter 2017 - Building Account Management Capabilities
Focus Magazine - Winter 2017 - 18
Focus Magazine - Winter 2017 - 19
Focus Magazine - Winter 2017 - 20
Focus Magazine - Winter 2017 - 21
Focus Magazine - Winter 2017 - 6th Annual Medical Device & Diagnostics Trainers Summit
Focus Magazine - Winter 2017 - 23
Focus Magazine - Winter 2017 - Training Your Sales Team for Today's Changing Customers
Focus Magazine - Winter 2017 - 25
Focus Magazine - Winter 2017 - 26
Focus Magazine - Winter 2017 - 27
Focus Magazine - Winter 2017 - Training Reinforcement 101
Focus Magazine - Winter 2017 - 29
Focus Magazine - Winter 2017 - 30
Focus Magazine - Winter 2017 - 31
Focus Magazine - Winter 2017 - 32
Focus Magazine - Winter 2017 - 33
Focus Magazine - Winter 2017 - Sales Simulation Programs that Drive Performance
Focus Magazine - Winter 2017 - 35
Focus Magazine - Winter 2017 - 36
Focus Magazine - Winter 2017 - 37
Focus Magazine - Winter 2017 - 38
Focus Magazine - Winter 2017 - 39
Focus Magazine - Winter 2017 - 5 Persuasive Communication Lessons
Focus Magazine - Winter 2017 - 41
Focus Magazine - Winter 2017 - 42
Focus Magazine - Winter 2017 - 43
Focus Magazine - Winter 2017 - Do It Yourself In-House Talent Development
Focus Magazine - Winter 2017 - 45
Focus Magazine - Winter 2017 - 46
Focus Magazine - Winter 2017 - 47
Focus Magazine - Winter 2017 - Leveraging Simulation-Based Technology in Training
Focus Magazine - Winter 2017 - 49
Focus Magazine - Winter 2017 - 50
Focus Magazine - Winter 2017 - 51
Focus Magazine - Winter 2017 - 3 Essential Pillars for Competitive Selling
Focus Magazine - Winter 2017 - 53
Focus Magazine - Winter 2017 - 54
Focus Magazine - Winter 2017 - 55
Focus Magazine - Winter 2017 - 56
Focus Magazine - Winter 2017 - Virtual How: Learning Innovation & Best Practices
Focus Magazine - Winter 2017 - 58
Focus Magazine - Winter 2017 - 59
Focus Magazine - Winter 2017 - Ad Index
Focus Magazine - Winter 2017 - Focus Contacts
Focus Magazine - Winter 2017 - Meet Your Incoming LTEN Board President
Focus Magazine - Winter 2017 - Cover3
Focus Magazine - Winter 2017 - Cover4
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