Focus Magazine - Winter 2012 - 17
CUTTING EDGE Lance Dublin
Learning 2.0:
ompeting in today’s sales environment is more di cult than ever before. e sales force must maintain the highest level of sales skill, acquire and apply an increasing amount of product knowledge in decreasing time cycles, and perform in real-time when needed and wherever the opportunities arise. Just as the Web 2.0 world is transforming how we live, work and play, the Learning 2.0 world is opening up exciting new opportunities to increase learning e ectiveness and on-the-job performance. We now have at our disposal a fuller array of learning and performance support tools, technologies and approaches.
Leveraging Technology to Learn, Compete and Win
C
The information explosion
is creating a tsunami of product knowledge the sales force must effectively use
Developing Sales Skills
Even in the Learning 2.0 world there remains a place for what can best be done live and in-person to develop sales skills in instructor-led sessions with role plays. But in order to take better advantage of one of the sales force's most valuable assets - its time - these sessions can now be condensed while at the same time improving their outcome. Structured eLearning modules as well as podcasts and video-casts can be used for pre-work. Virtual learning through webinars and webcasts (1:1 and 1:many) can be used for reinforcement. And, social media and networks can be used for support before and during the sessions and then to ensure retention a er. In addition, serious games and simulations can be used within a training program or as standalone.
use in the sales process. By using rapid eLearning tools to develop courses combining PowerPoint and Word with audio and video, podcasts and video-casts it's possible to create and distribute content quickly, dramatically decreasingly the time it takes to get the information out while increasing the number of content creators and perspectives. New “knowledge-casting” Web applications can be used to quickly create, disseminate and track product knowledge programs combining audio, video, graphics and text from and to any Internet connected device. And, blogs and wikis continue to provide a means to present, share and discuss product related information in much shorter cycle times.
Supporting On-the-Job Performance
With the explosion of mobile devices in the hands of the sales force including netbooks, tablets and smartphones we can now provide targeted learning segments (not courses), product and sales information, and tools to support the sales process wherever they are, just-in-time, just-when-needed, just-enough and with justright media. In addition, given the widespread adoption and use of social media and social networks, the sales force and sales managers have a mechanism to provide ongoing advice, feedback, tools and support integrated within their work and not separated from it. Learning 2.0 is not only a set of powerful tools, technologies and approaches. It represents an opportunity to put into action today a di erent way to train and support a sales force to achieve what in the past was only at best a concept, on-time performance. I
Surfing the Product Knowledge Wave
e information explosion is creating a tsunami of product knowledge the sales force must be aware of, conversant with and e ectively
Lance Dublin is CEO and chief solution architect of Dublin Consulting. Email Lance at lance@dublinconsulting.net.
FOCUS | WINTER 2012 | www.spbt.org/resources/focus-magazine.aspx
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Focus Magazine - Winter 2012
Table of Contents for the Digital Edition of Focus Magazine - Winter 2012
Focus Magazine - Winter 2012
From the President: Make 2012 Your Year to Develop
Table of Contents
Table of Contents
Guest Editor: Social Learning Can Be Cool … With Purpose
4 Ways Learning Can Impact Innovation
Learning 2.0: Leveraging Technology to Learn, Compete and Win
The Privilege of Facilitating
Lung LLC: Breathing Lessons
Using Cost-Effective eLearning Tools to Increase Learning Transfer
Sales Training Internships: A Win-Win for Everyone
Maximize Your Distance Learning
Product Training - Marketing's Partner or Vendor?
Emotional Intelligence for Leadership Development
Making Room for Emotional Intelligence
Training New Medical Device Sales Reps - Getting It Right
Infographic
Heard it on the Tweet
People News
Company News
Clip & Go Activity
Ad Index
Focus Contacts
5 Questions with…Bill George
Focus Magazine - Winter 2012 - Focus Magazine - Winter 2012
Focus Magazine - Winter 2012 - Cover2
Focus Magazine - Winter 2012 - 3
Focus Magazine - Winter 2012 - 4
Focus Magazine - Winter 2012 - 5
Focus Magazine - Winter 2012 - 6
Focus Magazine - Winter 2012 - From the President: Make 2012 Your Year to Develop
Focus Magazine - Winter 2012 - 8
Focus Magazine - Winter 2012 - Table of Contents
Focus Magazine - Winter 2012 - 10
Focus Magazine - Winter 2012 - Table of Contents
Focus Magazine - Winter 2012 - 12
Focus Magazine - Winter 2012 - Guest Editor: Social Learning Can Be Cool … With Purpose
Focus Magazine - Winter 2012 - 14
Focus Magazine - Winter 2012 - 4 Ways Learning Can Impact Innovation
Focus Magazine - Winter 2012 - 16
Focus Magazine - Winter 2012 - Learning 2.0: Leveraging Technology to Learn, Compete and Win
Focus Magazine - Winter 2012 - 18
Focus Magazine - Winter 2012 - The Privilege of Facilitating
Focus Magazine - Winter 2012 - 20
Focus Magazine - Winter 2012 - Lung LLC: Breathing Lessons
Focus Magazine - Winter 2012 - 22
Focus Magazine - Winter 2012 - 23
Focus Magazine - Winter 2012 - 24
Focus Magazine - Winter 2012 - Using Cost-Effective eLearning Tools to Increase Learning Transfer
Focus Magazine - Winter 2012 - 26
Focus Magazine - Winter 2012 - 27
Focus Magazine - Winter 2012 - Sales Training Internships: A Win-Win for Everyone
Focus Magazine - Winter 2012 - 29
Focus Magazine - Winter 2012 - 30
Focus Magazine - Winter 2012 - Maximize Your Distance Learning
Focus Magazine - Winter 2012 - 32
Focus Magazine - Winter 2012 - 33
Focus Magazine - Winter 2012 - Product Training - Marketing's Partner or Vendor?
Focus Magazine - Winter 2012 - 35
Focus Magazine - Winter 2012 - 36
Focus Magazine - Winter 2012 - Emotional Intelligence for Leadership Development
Focus Magazine - Winter 2012 - Making Room for Emotional Intelligence
Focus Magazine - Winter 2012 - 39
Focus Magazine - Winter 2012 - Training New Medical Device Sales Reps - Getting It Right
Focus Magazine - Winter 2012 - 41
Focus Magazine - Winter 2012 - Infographic
Focus Magazine - Winter 2012 - 43
Focus Magazine - Winter 2012 - Heard it on the Tweet
Focus Magazine - Winter 2012 - 45
Focus Magazine - Winter 2012 - Company News
Focus Magazine - Winter 2012 - Clip & Go Activity
Focus Magazine - Winter 2012 - Ad Index
Focus Magazine - Winter 2012 - Focus Contacts
Focus Magazine - Winter 2012 - 5 Questions with…Bill George
Focus Magazine - Winter 2012 - Cover3
Focus Magazine - Winter 2012 - Cover4
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