Training Industry Magazine - September/October 2021 - 35

WHEN YOU COULDN'T DO A TASK, WAS IT
YOU OR YOUR ENVIRONMENT THAT WAS
CAUSE OF THE POOR PERFORMANCE?
GETTING STARTED
Someone asks for training. It's what
they want, but is it what they need?
What someone wants and what
they really need can be two quite
different things.
If it is what they genuinely need
to solve their problem then this
need should be provable, and the
relevance established for all to
see. If it is what they want, but they
have not really thought it through
properly, there is work to be done
to establish the real need and
see if it aligns with what they say
they want.
It's critical that you establish the
real training needs before investing
training budget into programs that
somebody says they want. Only by
delivering what they truly need will
you have any chance of success, so
find out what they truly need. They
probably don't know, although they
think they do, so you must help them
discover what they need. Once they
get visibility of what they need, they
will align their wants to that newly
exposed need.
Let's assume the person asking for
the training is a manager. Let's call
her Mary. Unless it is for compliance
reasons, she is asking for training
because she wants the people on
her team to do things differently.
Ask her what people are doing or
not doing that needs to change - in
other words, focus on behaviors.
BEHAVIORAL NEEDS
ANALYSIS
Doing a training needs analysis (TNA)
or a learning needs analysis (LNA) is
a tacit admission that a training or
learning intervention is the optimal
solution. It probably isn't, certainly
not on its own, so start with a BNA.
Start with the end in mind, start with
the desired behaviors. Focus the
requesting manager's mind on what
their people need to do rather than
a knee-jerk idea of training as a
solution.
Given a task, how does Mary want
them to do the task instead of what
they are doing now? How will she
know they are doing it adequately
well? Brilliantly well? Poorly? A BNA
should result in a list of the required
behaviors and against each one,
some means to see or measure
whether that behavior is taking place
at the required level.
Thinking
about
the
required
behaviors will inevitably bring some
focus to the current behaviors and
the evidence Mary is using to prove
their existence. In other words, what
evidence did she use to arrive at the
conclusion that she needed to ask
for training? Thinking about current
behaviors establishes the behavioral
gap between the current and the
required behaviors.
Here's a useful question to ask
Mary at this stage of your BNA: " If
you don't make any changes, and
the existing behaviors continue for
another 6 months, what will this cost
the organization? "
Very few managers have thought
about this, but with some prompting,
most can come up with a very rough
estimate of the negative impact on
the organization for not crossing the
exposed behavioral gap. You need
to know what this estimate is so you
can prioritize requests from different
managers and understand where the
often-limited L&D budget will have
the most impact for the organization.
CROSSING THE
BEHAVIORAL GAP
The next step is to figure out how to
get employees to cross the behavioral
gap. In other words, how can you
deliver the required behaviors to the
employees who need to do them?
An obvious question at this point
is why the required behaviors are
not already happening. What is
inhibiting them? What is present or
absent that is stopping people from
doing the required behaviors and
thus rendering them incapable on
the job? To answer that question, it's
necessary to dig into what we mean
by " capable on the job. "
Capability on the job, at the time
and place an employee is asked
to perform a task, is dependent on
TRAINING INDUSTRY MAGAZINE - PERFORMANCE IMPROVEMENT I WWW.TRAININGINDUSTRY.COM/MAGAZINE
| 35
https://www.trainingindustry.com/magazine

Training Industry Magazine - September/October 2021

Table of Contents for the Digital Edition of Training Industry Magazine - September/October 2021

Diagnosing Learner Needs
Table of Contents
Level Setting Performance Improvement versus Training
Responsible Applications of Performance Support Technologies
Performance Improvement is Inside Out
3 Levels of Performance Improvement
Using Science to Create Real Behavioral Change
Fostering Better Engagement Among Multiple Levels of Experiences
Improving Retention and Application of Learning with Continuous Learning Journeys
Tipping the Scale: The Secrets of Super-Performers
Driving Success in Organizational Design: A Seat at the Table for Learning and Development
Make Training Relevant - Diagnose Performance First
Your Mentor Is Waiting: Leveraging Technology for Knowledge and Skills Sharing
The Training Advantages of Combining Behavior and Knowledge Mapping
Don't Manage Performance, Manifest It! 5 Keys to Transform Learning into Legacy
Using Learning Initiatives to Drive Employee Engagement
Experience-based Learning: Transforming While Performing
Performance Improvement and the Brain
Learner Mindset
GP Strategies and Learning Technologies Group Join Forces to Accelerate Workforce Performance Transformation
Company News
Training Industry Magazine - September/October 2021 - Intro
Training Industry Magazine - September/October 2021 - 1
Training Industry Magazine - September/October 2021 - 2
Training Industry Magazine - September/October 2021 - CT1
Training Industry Magazine - September/October 2021 - CT2
Training Industry Magazine - September/October 2021 - Diagnosing Learner Needs
Training Industry Magazine - September/October 2021 - 4
Training Industry Magazine - September/October 2021 - 5
Training Industry Magazine - September/October 2021 - Table of Contents
Training Industry Magazine - September/October 2021 - 7
Training Industry Magazine - September/October 2021 - 8
Training Industry Magazine - September/October 2021 - Level Setting Performance Improvement versus Training
Training Industry Magazine - September/October 2021 - 10
Training Industry Magazine - September/October 2021 - Responsible Applications of Performance Support Technologies
Training Industry Magazine - September/October 2021 - 12
Training Industry Magazine - September/October 2021 - Performance Improvement is Inside Out
Training Industry Magazine - September/October 2021 - 14
Training Industry Magazine - September/October 2021 - 3 Levels of Performance Improvement
Training Industry Magazine - September/October 2021 - Using Science to Create Real Behavioral Change
Training Industry Magazine - September/October 2021 - 17
Training Industry Magazine - September/October 2021 - 18
Training Industry Magazine - September/October 2021 - 19
Training Industry Magazine - September/October 2021 - Fostering Better Engagement Among Multiple Levels of Experiences
Training Industry Magazine - September/October 2021 - 21
Training Industry Magazine - September/October 2021 - 22
Training Industry Magazine - September/October 2021 - 23
Training Industry Magazine - September/October 2021 - Improving Retention and Application of Learning with Continuous Learning Journeys
Training Industry Magazine - September/October 2021 - 25
Training Industry Magazine - September/October 2021 - Tipping the Scale: The Secrets of Super-Performers
Training Industry Magazine - September/October 2021 - 27
Training Industry Magazine - September/October 2021 - 28
Training Industry Magazine - September/October 2021 - 29
Training Industry Magazine - September/October 2021 - Driving Success in Organizational Design: A Seat at the Table for Learning and Development
Training Industry Magazine - September/October 2021 - 31
Training Industry Magazine - September/October 2021 - 32
Training Industry Magazine - September/October 2021 - 33
Training Industry Magazine - September/October 2021 - Make Training Relevant - Diagnose Performance First
Training Industry Magazine - September/October 2021 - 35
Training Industry Magazine - September/October 2021 - 36
Training Industry Magazine - September/October 2021 - 37
Training Industry Magazine - September/October 2021 - Your Mentor Is Waiting: Leveraging Technology for Knowledge and Skills Sharing
Training Industry Magazine - September/October 2021 - 39
Training Industry Magazine - September/October 2021 - The Training Advantages of Combining Behavior and Knowledge Mapping
Training Industry Magazine - September/October 2021 - 41
Training Industry Magazine - September/October 2021 - 42
Training Industry Magazine - September/October 2021 - 43
Training Industry Magazine - September/October 2021 - 44
Training Industry Magazine - September/October 2021 - Don't Manage Performance, Manifest It! 5 Keys to Transform Learning into Legacy
Training Industry Magazine - September/October 2021 - 46
Training Industry Magazine - September/October 2021 - 47
Training Industry Magazine - September/October 2021 - Using Learning Initiatives to Drive Employee Engagement
Training Industry Magazine - September/October 2021 - 49
Training Industry Magazine - September/October 2021 - 50
Training Industry Magazine - September/October 2021 - 51
Training Industry Magazine - September/October 2021 - 52
Training Industry Magazine - September/October 2021 - Experience-based Learning: Transforming While Performing
Training Industry Magazine - September/October 2021 - 54
Training Industry Magazine - September/October 2021 - Performance Improvement and the Brain
Training Industry Magazine - September/October 2021 - 56
Training Industry Magazine - September/October 2021 - Learner Mindset
Training Industry Magazine - September/October 2021 - GP Strategies and Learning Technologies Group Join Forces to Accelerate Workforce Performance Transformation
Training Industry Magazine - September/October 2021 - Company News
Training Industry Magazine - September/October 2021 - 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