common knowledge ≠ common practice

COMMON KNOWLEDGE≠

COMMON PRACTICE3 Tactics to Overcome the Forgetting Curve in your Training Organizations

Rob JeppsenSr. Vice President & GM

HireVue Coach10 May, 2016

About HireVueHireVue consistently getting mentioned alongside Workday, LinkedIn & IBM (Watson).

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HIREVUE | BUILDING & COACHING THE WORLD’S GREATEST TEAMS @ROBJEPPSEN#CSODCONF16

The “Forgetting Curve” is Real….


Impact of the Forgetting Curve: A Monumental Challenge

$130B spent annually in TrainingWhat is the Financial Cost of the “Forgetting Curve”

How do you create “Readiness?”

3 Laws to Create “Readiness.”

1Choose “Chunking” Over ComprehensivenessThe Law of Microlearning


Microlearning: More than a Trend

Learning in short, digestible, bite-sized units.

Allows learners to learn the way they want:o Fast, focused, and “my way.”

Less Disruptive Affordable & Agile Creates a culture of Ongoing Learningo Long-Term Memory vs. Short-Term Memory

Consumed on demand Application-Oriented

Impact of Spaced Learning

SPACED LEARNING EFFECT


Tactics to Make Microlearning Work in Your Organization

FOCUSo Well-packaged concepts for specific usage-situations.o 1 Objective per session

SHORTo Less than 10 minutes to complete.

USE OF VIDEOo Medium of choice in today’s workplaceo Across all age demographics.

CONTEXTo Leave no doubt why the content matters or how it is applied.

ON-DEMANDo Use as a initial learning device and a review tool.


Using Video to Deliver “Just In Time” Learning


Final Thoughts on Chunking

"Micro-learning will explode in popularity as companies realize the opportunities it gives them for personalized, cost-effective, flexible, just-in-time training.”

- Deloitte, March 2016

“All told, a regimented diet of strict rules and linear learning can over-stuff trainees and leave them feeling bloated and overwhelmed. But by slicing training down into its most essential, wholesome, bite-sized chunks—that best serves a growing population of teaspoon-sized attention spans—I predict the feast of content you prepare for your audience will be far more appetizing.”

- Learning Development Magazine, December 2015

2Choose Conditioning Over CompletionThe Law of Deliberate Practice

WITHOUT REINFORCEMENT,

each hour of training material requires 40-50 minutes of relearning. - Allen Communications, February 2016


Pop Quiz…

The Question:★What is the #1 reason sales reps fail to hit quota?

The Answer:★Inability to articulate value in their sales conversations. (SeriousDecisions, 2014)

The Reason:★89% of reps say pricing pressure has intensified in last 3 years

▪ 68% say #1 reason for this is they can’t articulate a differentiated solution to their customers around their products or their messaging.

The Surprise:★ Less than 1/3 of sales organizations provide a way to practice customer conversations.


Reps Required to Beat the Forgetting Curve


Use of Video to Create “Just in Time” Practice Opportunities


A Case Study of Creating Conditioning Through Practice

Spaced Learning + Spaced Practice + Gamification

New Competencies New Performance Benchmarks Self-Driven

3Choose Coaching Over CheckmarksThe Law of Predictable Improvement


Learning is Not a Linear Event

What if there was no end to theLearning Curve?

Why must learning be Confined to training?

Performance Model

Sales Performance

Aptitude

Motivation

Skill Level

Role Perception

Rewards Engagement

All Sales Improvement initiatives fall into these 4 categories. All move the needle over time. Role moves the needle the fastest. Role dictates the perception of high & low value activities, which

drives use of time.


The Case for Coaching

Coaching Drives Performance

4X

More Than Just Outcomes… Retention


What SHOULD Be Our Defensible Advantage…

Direct Manager Needs to Coach A Manager’s Greatest Weakness


Use Video And Mobile to Create “Just in Time” Coaching


Best Remedy for Forgetting Curve: Keep Learning


A Case Study of Coaching to Create New Learning Curves

Weekly “Skill Drill.” Creation of Practice Culture Creation of Coaching Culture Attracted new candidates looking for

the coaching experience.


A “Just in Time” Model for Beating the Forgetting Curve

Don’t ever let the creation of

Learning Curves end.

Chunking vs.

ComprehensiveConditioning vs.

CompletenessCoaching vs. Checkmarks

Make Learning Your Most Defensible Competitive Advantage

Rob [email protected]

Robjeppsen @robjeppsen

common knowledge ≠ common practice

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