Blended learning is training that combines traditional
face-to-face classroom training with other key methods. Those methods can include
computer-mediated activities, simulations, business games, “social learning”,
and post-classroom field learning.
The combination can produce awesome results!
Adventace® Blended
Learning Methodology™
We have worked with these methods over the past several
years and use them as integral components of an overall design in our sales
training programs. We have found
that they help produce a better overall learning experience that drives
metric-based performance improvement.
A summary of our methodology is shown below.
Online Learning
We utilize online Distance Learning Modules (DLM) to
facilitate classroom learning and minimize out-of-field time and expense. DLM’s are designed to facilitate the
“education” component of an overall training experience and improve subsequent
classroom learning. DLM’s are
designed to maximize educational effectiveness. Individual DLM’s are commonly designed to require
students to pass a test before proceeding to the next DLM, and then pass an
overall test before moving on to classroom learning.
Classroom Learning
In addition to facilitator-lead discussion, deep learning
and the ability to execute effectively in the field can be achieved through a
variety of blended learning methods in the classroom, including business games, simulation, and social learning.
Business Games, Simulation, and Social Learning
Business games provide significant
benefit to helping sales people develop skills as they provide the opportunity
to practice, build, and demonstrate new knowledge and expertise. We divide business games and
simulations into two categories:
Individual and Team.
Individual business games are an
adjunct to simulation role-plays, and award individual participants for
exemplary execution of a particular skill. Examples of awards are shown below:
At the team level, students
participate in a competitive team case study, called the Proposal Review. It is a “closing event” given to a
buying committee at the end of a complex multi-product solution sale. Although it can be nerve-wracking, it is
a very exciting event where tremendous learning takes place. And it is very competitive! The buying committee is usually made up
of the instructor and actual sales executives from the customer. Further, the winning team usually wins
a significant sum of money!
Social Learning in the Classroom
In our view, social learning is a
concept that takes advantage of peoples’ ability to learn by observing and
imitating the actions of others. We
conduct various exercises that take advantage of this. Examples include:
- Modeling: The instructor and instructor’s assistant model a skill to be practiced.
- “Speed Dating” Skill Development: This is a technique that adds a great deal of energy and excitement to the traditional role-play.
- Star Stamp: This is a competitive enhancement to the Socratic nature of our workshops. This simple technique results in a great deal of communication! Everyone wants to “get on the board” with at least one star! Many attendees want to earn the most!
Ongoing Continuous Field Learning
The true benefits of online learning and classroom learning
manifest themselves in the field, where proactive management support helps
change seller behavior with metric based performance improvement over the
long-term.
Field Learning requires a committed, proactive management
team. It is an easy to execute
(and essential!) 3-part process and is completely automated in our CRM, Adventace® SMS:
- Assess the individual skills of a seller
- Grade those skills
- Put a Personal Development Plan™in place for the skill deemed most critical. Personal Development Plans target metric-based performance improvement within a quarter.
It is very common to see a seller overcome a long-standing
difficulty where they were rated as a level 1 performer (that is the low end in
our management methodology). And,
with proactive management backed by their Personal Development Plan, achieve
level 3 (that is the high end in our management methodology) in only one
quarter or less. With that is very
common for the performance flood gates to open!
