Training Industry Magazine - May/June 2020 - 46

business call? We likely know better, but
we aren't doing better. It might be time
for learning professionals to let go of
the hope that if our trainees successfully
learn how and why to do something,
they will implement that back on the job.
We just can't count on that happening.
For now, let's loosen our grip on this
core belief around learning objectives.
I know taking learning objectives off
the pedestal feels uncomfortable -
and maybe even disturbing. Learning
objectives have been our center
of gravity. They are the anchor for
our design; the north star for our
measurement. But learning doesn't
show up on the job the same way new
habits show up on the job.
If our traditional end game remains
learning and skilling, then participants
leave with something they may or may
not use. And if they don't use it within 48
hours, much of the learning is lost. Then,
we try to solve the learning problem by
invading their personal space to reinforce
the behavior and win the battle against
the Ebbinghaus's forgetting curve.
Yes, these kinds of interventions can
improve their learning, but unfortunately,
the organization they return to reinforces
and rewards the old behaviors. We lose.
They lose. There is no business impact
to be measured if learners don't do
anything different. We need to shift our
focus to helping them form habits.

Learning Isn't the Holy Grail,
Building Keystone Habits Is

show up in the customer relationship
management system (CRM). That is a
business impact we can measure.

Forming a new habit is notoriously
hard. What was the last poor habit you
easily conquered? To unseat old habits
requires a systematic approach, not
just the learning. Training professionals
must design that holistic approach
rather than simply creating engaging
learning experiences.

So, how did we do that? Our job
analyses identified the keystone habit
that would create a cascade of other
good relationship selling behaviors.
The habit we found was: consistently
gathering relationship information that
provides insights into what is most
important to each selected business
contact. Then, align to those priorities
and create a partner ally who sees how
we are helping them be successful.

We don't have to exit the business of
learning; we just need to enter the
business of habit building. Let's take
learning off its pedestal and put it in
service of habit building.

For Example
Suppose we are responsible for training
salespeople to maximize relationships
when selling and we are held
accountable for the business impact of
growing revenue.
Instead of focusing only on the learning
objective of leveraging relationships,
we should focus on building the habit
of leveraging relationships when selling.
When relationship habits show up on the
job, more qualified sales opportunities

Stickiness comes with habits - not in
learning. In fact, learning fades tragically
fast. If training identifies the keystone
habit needed on the job and changes
our mission to forming new habits, we
benefit from the same unintentional
cascade of good behaviors. This creates
business impact we can measure.

| 46

We found when that concern became
the salesperson's habit, a cascade
of other good relationship behaviors
showed up. The learning objective is
teaching them how to do this, but now
we are designing a holistic approach
(program) to create the habit.

Figure 1.

Consistently gathering relationship
data to provide insight that would
create a partner ally

What is a Keystone Habit?
What we need to see on the job are
new habits - more specifically, keystone
habits. Keystone habits were first
introduced by Charles Duhigg in his
book, "The Power of Habit." He described
these habitual routines as small changes
in behavior that unintentionally create a
cascade of other good behaviors.

LEARNING DOESN'T SHOW
UP ON THE JOB THE SAME
WAY NEW HABITS SHOW
UP ON THE JOB.

Internal
Team

Prospect
Asking different
questions to get
relationship insight

Coach

Pursuing different
relationships than
before

Getting coaching on
relationship tactics
Replacing assumptions
with evidence on
relationship status

Getting others
involved in building
relationships
More referrals
in pipeline



Training Industry Magazine - May/June 2020

Table of Contents for the Digital Edition of Training Industry Magazine - May/June 2020

Consider Application When Redefining Your Training Programs
Table of Contents
Talent Development's Answer to Upskilling and Reskilling For the Future
How Will You Manage Behavior Change Challenges Post COVID-19?
Line of Sight: The Ultimate Learning Transfer Strategy
Behavior Change Is a Function of Proactive Positioning and Immediate Reinforcement
Aligning Games and Activities to Context to Encourage Action and Lighten the Load
Learn On the Job: A Spaced Learning Approach
Practice Doesn't Make Perfect … Perfect Practice Makes Perfect
Harnessing Informal Learning
The Backbone of the Smart Factory: A Network of Immersive Training
The Learning Transfer Elephant
5 Ways to Maximize Your On-the-Job Training Program
Are Keystone Habits the Magic Bullet for Training Outcomes?
How Vanderbilt University Conquered the Impossible: Affordably Scaling Ultrasound Training
Buyer Beware: Don't Invest in Cross-Cultural Training You Don't Need
Hackathons as a Means to Cultivate a Learning Organization
5 Ways to Improve the Performance of Your Learners
How Discomfort Enables Growth
Enabling Ubiquitous Learning: Cornerstone OnDemand Acquires Saba Software
Company News
Training Industry Magazine - May/June 2020 - Intro
Training Industry Magazine - May/June 2020 - 1
Training Industry Magazine - May/June 2020 - 2
Training Industry Magazine - May/June 2020 - Consider Application When Redefining Your Training Programs
Training Industry Magazine - May/June 2020 - 4
Training Industry Magazine - May/June 2020 - Table of Contents
Training Industry Magazine - May/June 2020 - 6
Training Industry Magazine - May/June 2020 - 7
Training Industry Magazine - May/June 2020 - 8
Training Industry Magazine - May/June 2020 - Talent Development's Answer to Upskilling and Reskilling For the Future
Training Industry Magazine - May/June 2020 - 10
Training Industry Magazine - May/June 2020 - How Will You Manage Behavior Change Challenges Post COVID-19?
Training Industry Magazine - May/June 2020 - 12
Training Industry Magazine - May/June 2020 - Line of Sight: The Ultimate Learning Transfer Strategy
Training Industry Magazine - May/June 2020 - 14
Training Industry Magazine - May/June 2020 - Behavior Change Is a Function of Proactive Positioning and Immediate Reinforcement
Training Industry Magazine - May/June 2020 - Aligning Games and Activities to Context to Encourage Action and Lighten the Load
Training Industry Magazine - May/June 2020 - 17
Training Industry Magazine - May/June 2020 - 18
Training Industry Magazine - May/June 2020 - 19
Training Industry Magazine - May/June 2020 - Learn On the Job: A Spaced Learning Approach
Training Industry Magazine - May/June 2020 - 21
Training Industry Magazine - May/June 2020 - 22
Training Industry Magazine - May/June 2020 - 23
Training Industry Magazine - May/June 2020 - Practice Doesn't Make Perfect … Perfect Practice Makes Perfect
Training Industry Magazine - May/June 2020 - 25
Training Industry Magazine - May/June 2020 - 26
Training Industry Magazine - May/June 2020 - 27
Training Industry Magazine - May/June 2020 - Harnessing Informal Learning
Training Industry Magazine - May/June 2020 - 29
Training Industry Magazine - May/June 2020 - 30
Training Industry Magazine - May/June 2020 - 31
Training Industry Magazine - May/June 2020 - The Backbone of the Smart Factory: A Network of Immersive Training
Training Industry Magazine - May/June 2020 - 33
Training Industry Magazine - May/June 2020 - 34
Training Industry Magazine - May/June 2020 - 35
Training Industry Magazine - May/June 2020 - The Learning Transfer Elephant
Training Industry Magazine - May/June 2020 - 37
Training Industry Magazine - May/June 2020 - 38
Training Industry Magazine - May/June 2020 - 39
Training Industry Magazine - May/June 2020 - 5 Ways to Maximize Your On-the-Job Training Program
Training Industry Magazine - May/June 2020 - 41
Training Industry Magazine - May/June 2020 - 42
Training Industry Magazine - May/June 2020 - 43
Training Industry Magazine - May/June 2020 - 44
Training Industry Magazine - May/June 2020 - Are Keystone Habits the Magic Bullet for Training Outcomes?
Training Industry Magazine - May/June 2020 - 46
Training Industry Magazine - May/June 2020 - 47
Training Industry Magazine - May/June 2020 - How Vanderbilt University Conquered the Impossible: Affordably Scaling Ultrasound Training
Training Industry Magazine - May/June 2020 - 49
Training Industry Magazine - May/June 2020 - Buyer Beware: Don't Invest in Cross-Cultural Training You Don't Need
Training Industry Magazine - May/June 2020 - 51
Training Industry Magazine - May/June 2020 - 52
Training Industry Magazine - May/June 2020 - Hackathons as a Means to Cultivate a Learning Organization
Training Industry Magazine - May/June 2020 - 54
Training Industry Magazine - May/June 2020 - 5 Ways to Improve the Performance of Your Learners
Training Industry Magazine - May/June 2020 - 56
Training Industry Magazine - May/June 2020 - How Discomfort Enables Growth
Training Industry Magazine - May/June 2020 - Enabling Ubiquitous Learning: Cornerstone OnDemand Acquires Saba Software
Training Industry Magazine - May/June 2020 - Company News
Training Industry Magazine - May/June 2020 - 60
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20210910
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20210708
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20210506
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20210304
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20210102
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20201112
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20200910
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20200708
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20200506
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20200304
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20200102
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20191112
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20190910
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20190708
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20190506
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20190304
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20190102
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20181112
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20180910
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20180708
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20180506
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20180304
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20180102
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20171112
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20170910
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20170708
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20170506
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20170304
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20171112_se
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_20161112
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2016fall
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2016summer
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2016sales
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2016spring
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2016winter
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2015outsourcing
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2015fall
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2015summer
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2015leadership
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2015spring
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2015winter
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2014fall
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2014summer
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2014spring
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2014winter
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2013fall
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2013summer
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2013spring
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2013winter
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2012fall
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2012summer
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2012spring
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2012winter
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2011fall
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2011summer
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2011spring
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2011winter
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2010fall
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2010summer
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2010spring
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2010winter
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2009fall
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2009summer
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2009spring
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2009winter
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2008fall
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2008summer
https://www.nxtbook.com/nxtbooks/trainingindustry/tiq_2008spring
https://www.nxtbookmedia.com