Training Industry Magazine - July/August 2019 - 28

SITUATIONAL-BASED
LEARNING ASSESSMENTS

Dr. Ian Stewart, Executive Director Learning and Design,
Kaplan Leadership and Professional Development  
Imagine learning data that reveals:
* The current level of understanding and application across
an organization.
* Those people or groups who are a training priority.
* How to personalize the learning provision.
* The effect the training has made.
Begin by harnessing the contextual richness of situational-based
judgement assessments and presenting scenarios that simulate
the real-world application of knowledge, replete with ecological
factors such as ambiguity, time pressure and social friction.

Delivered and managed online, situational judgement
assessments can provide a data map of current practice,
identifying respondents with low competence and high
confidence who are a training priority. The function
also distinguishes the respondent's strengths to inform
personalized learning and offers a simple test-retest measure of
training effectiveness.

PERFORMANCE MINDSET
Sales Performance International

The sales training industry would benefit tremendously from a
more definitive, evidence-based approach to understanding the
return on capabilities development for sales. Sales organizations
need to shift from a training-focused mindset (knowledge
acquisition) to a performance mindset (outcome attainment).
To begin, organizations need to translate their growth strategy
into specific sales goals and metrics. Then data-driven models
can deduce the most important competencies for attaining
those goals, which also assumes the existence of welldefined sales competency models. With a capabilities model
in place, organizations can apply a five-step process to drive
continuous, measurable improvement.
Through the use of well-defined models, integrated learning
and development content, and data-driven technology, it is
possible to efficiently collect data at each step of the process.
Organizations can also apply integrated analytics to measure
how sellers are progressing in their development, and how
their changing capability levels relate to their attainment of
specific outcomes.

| 28

GET ALIGNED

Tim Dickinson, Director of Strategy, Watershed
To effectively leverage data to improve business outcomes,
the first and most important practice is having a shared
understanding of how strategic business priorities align with
their respective learning programs.
Creating alignment with strategic priorities requires crossfunctional discussions about selecting or defining priorities.
It also begins the process of gaining stakeholder buy-in and
provides the foundation for a chain of evidence to demonstrate
the eventual impact of learning.

MEASURABLE PERFORMANCE IMPROVEMENT
We measure sales training success by how well our
customers achieve their sales goals.
Win Rate % Change

Combine the measure of the respondents' competence
with the level of confidence in their responses. Although
competence is a moderate indicator of behavior, competence
allied to confidence makes for a much stronger indicator.

12

Win Rate % Change vs. Competency Level

10
8
6
4
2
0

0

Learn

Practice

Apply

Competency Level

Our unique approach provides complete, precise visibility into
how investments in capability development impact key business
outcomes.

www.spisales.com


https://www.spisales.com/ https://www.spisales.com/wp-content/uploads/2019/07/Training-Industry-slide.pdf

Training Industry Magazine - July/August 2019

Table of Contents for the Digital Edition of Training Industry Magazine - July/August 2019

Learning Analytics: Table Stakes for Business Success
Table of Contents
Let's Build a Measurement Practice for L&D
Brain-Based Learning Analytics and Evaluation Practices
Who [Else] Cares About Learning Impact Data
Justifying the Investment in Leadership Training
Is Training Analytics Smoke and Mirrors?
Leveraging Analytical Tools to Transform L&D
Levearging Learning Analytics to Improve Business Outcomes: Where to Start
Was It Worth It? Measuring the Impact and ROI of Leadership Training
How to Make the Transition to a Data-Driven Learning Culture
How Personal Skills AI Assistants Might Disrupt Corporate Training
Machines Are the Future of Training: How Data-Driven Feedback Is Fostering Improvement and Enhancing Human Relationships
Improving Instructor Impact on Learning with Analytics
A Year in the Life: Evolving L&D Metrics From a Reporting Managed Service to Business Insight Partner
Localizing E-Learning Programs for an International Audience
Learning Analytics Is More Than Data Collection
Using Business Data to Drive Training Objectives
Quality versus Quantity: How Analytics Can Improve Training Effectiveness
Coursera Reaches Unicorn Status and Accelerates Enterprise Product Innovation
Company News
Training Industry Magazine - July/August 2019 - Cover1
Training Industry Magazine - July/August 2019 - 2
Training Industry Magazine - July/August 2019 - 3
Training Industry Magazine - July/August 2019 - 4
Training Industry Magazine - July/August 2019 - Learning Analytics: Table Stakes for Business Success
Training Industry Magazine - July/August 2019 - Table of Contents
Training Industry Magazine - July/August 2019 - 7
Training Industry Magazine - July/August 2019 - 8
Training Industry Magazine - July/August 2019 - 9
Training Industry Magazine - July/August 2019 - 10
Training Industry Magazine - July/August 2019 - Let's Build a Measurement Practice for L&D
Training Industry Magazine - July/August 2019 - 12
Training Industry Magazine - July/August 2019 - Brain-Based Learning Analytics and Evaluation Practices
Training Industry Magazine - July/August 2019 - 14
Training Industry Magazine - July/August 2019 - Who [Else] Cares About Learning Impact Data
Training Industry Magazine - July/August 2019 - 16
Training Industry Magazine - July/August 2019 - Justifying the Investment in Leadership Training
Training Industry Magazine - July/August 2019 - Is Training Analytics Smoke and Mirrors?
Training Industry Magazine - July/August 2019 - 19
Training Industry Magazine - July/August 2019 - 20
Training Industry Magazine - July/August 2019 - 21
Training Industry Magazine - July/August 2019 - Leveraging Analytical Tools to Transform L&D
Training Industry Magazine - July/August 2019 - 23
Training Industry Magazine - July/August 2019 - 24
Training Industry Magazine - July/August 2019 - 25
Training Industry Magazine - July/August 2019 - Levearging Learning Analytics to Improve Business Outcomes: Where to Start
Training Industry Magazine - July/August 2019 - 27
Training Industry Magazine - July/August 2019 - 28
Training Industry Magazine - July/August 2019 - 29
Training Industry Magazine - July/August 2019 - 30
Training Industry Magazine - July/August 2019 - 31
Training Industry Magazine - July/August 2019 - 32
Training Industry Magazine - July/August 2019 - Was It Worth It? Measuring the Impact and ROI of Leadership Training
Training Industry Magazine - July/August 2019 - 34
Training Industry Magazine - July/August 2019 - 35
Training Industry Magazine - July/August 2019 - How to Make the Transition to a Data-Driven Learning Culture
Training Industry Magazine - July/August 2019 - 37
Training Industry Magazine - July/August 2019 - How Personal Skills AI Assistants Might Disrupt Corporate Training
Training Industry Magazine - July/August 2019 - 39
Training Industry Magazine - July/August 2019 - 40
Training Industry Magazine - July/August 2019 - 41
Training Industry Magazine - July/August 2019 - Machines Are the Future of Training: How Data-Driven Feedback Is Fostering Improvement and Enhancing Human Relationships
Training Industry Magazine - July/August 2019 - 43
Training Industry Magazine - July/August 2019 - 44
Training Industry Magazine - July/August 2019 - 45
Training Industry Magazine - July/August 2019 - 46
Training Industry Magazine - July/August 2019 - Improving Instructor Impact on Learning with Analytics
Training Industry Magazine - July/August 2019 - 48
Training Industry Magazine - July/August 2019 - 49
Training Industry Magazine - July/August 2019 - A Year in the Life: Evolving L&D Metrics From a Reporting Managed Service to Business Insight Partner
Training Industry Magazine - July/August 2019 - 51
Training Industry Magazine - July/August 2019 - Localizing E-Learning Programs for an International Audience
Training Industry Magazine - July/August 2019 - 53
Training Industry Magazine - July/August 2019 - 54
Training Industry Magazine - July/August 2019 - Learning Analytics Is More Than Data Collection
Training Industry Magazine - July/August 2019 - 56
Training Industry Magazine - July/August 2019 - Using Business Data to Drive Training Objectives
Training Industry Magazine - July/August 2019 - 58
Training Industry Magazine - July/August 2019 - Quality versus Quantity: How Analytics Can Improve Training Effectiveness
Training Industry Magazine - July/August 2019 - Coursera Reaches Unicorn Status and Accelerates Enterprise Product Innovation
Training Industry Magazine - July/August 2019 - Company News
Training Industry Magazine - July/August 2019 - Cover4
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