The KBI Blended E-learning Matrix
"Blended learning is a client specific combination of
different technologies and training methodologies to meet
their specific learning needs while achieving their goals."
It is important to note that KBI strongly believes that traditional
sales training combined with a strong implementation process and
coaching can create measurable results for our clients.
Although the KBI
sales training
training
systems already have created measurable results
for organizations in multiple industries we also acknowledge
that e-learning based sales training can increase the retention of the learned
information by an additional 35% to 45% when blended with
other training approaches and technologies.
The KBI Blended e-learning Matrix®
encompasses an ideal mix of classroom training, coaching,
self-directed study through e-learning and real world application
of principles.
As an organization that is committed to perfecting learning
and implementation of our sales training systems we see
e-learning as a critical components of sustained increases in
sales.
The Blended Approach
The below model is a visual representation of the KBI
Blended e-learning Matrix®:
Each of the components of the matrix are independently effective
but when combined interdependently they become a powerful
tool for organizational change. Following is a brief description
of the matrix components and how they relate to each other:
The Learner
The entire model is built around the learner providing a
unique customized experience for each sales person. Within
a few short months of beginning the program the sales people
will:
- Develop a passion for life long learning
- Have a clear defined purpose and process for getting there
everyday
- Know how and where to access the answers to continually
improve as sales people and leaders
- Most importantly, move into a highly proactive selling
mode
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Operationalizing Templates
Based upon experience in implementing best sales practices
in with 1000's of sales people on several continents KBI will
develop custom implementation templates for everyone involved
in the sales and sales management processes. These templates:
- Help the field organization quickly apply new approaches,
and models
- Simplify and streamline roll-out by making it easy for
the sales people and managers to understand and apply (no
guess work or creativity needed)
- Create a learn while doing environment in all aspects
of the sales system roll-out
- Make it easy to audit and measure the application of the
sales systems and its ROI
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Classroom
Training
The classroom training will be a 'learn while doing process'.
Participants will be constantly challenged to participate,
and actively apply the principles taught. The training will
be delivered by 'second generation' Senior
Partners in the Complete
Sales Action System™ or Bill Gibson. 'Second
generation' refers to the fact that these trainers have been
directly mentored and trained by the author of the training
systems, Bill Gibson.
In the classroom the learner has the opportunity to interact
with other participants, and enter into unique exploratory
training exercises and question periods. This environment
filled with human interaction will uniquely unfold in each
region and will address local challenges and strengths. This
type of experience is unique to classroom/workshop style training.
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The KBI System (s)
The content or course curriculum for each program will be
based upon the following training systems:
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Coaching
Processes
Each module in the training systems has a corresponding manager/coaches
component. The managers' condensed training program will focus
on how to support their people in implementing each new set
of skills and behaviors. In conjunction with paper and e-learning
based assessment tools and templates the role of the manager/coach
is to facilitate the use and application of these powerful
new sales tools.
The managers and/or KBI supplied implementation coaches provide
a high touch, highly customized learning experience to the
sales person.
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Online Training -
E-learning
The course material can be made available online for sales
executives to access 24 hours per day 7 days per week. This
could be a custom built e-learning environment or KBI's pre-existing
e-learning system. It will offer an effective way to test,
measure, and develop sales people. Following the classroom
training the participants would log onto the e-learning environment,
test their knowledge, reinforce the learning processes and
complete a series of online tests. Graduates would be KBI
certified.
This e-learning environment will:
- Increase retention of newly learned concepts
- Help management pinpoint areas for improvement
- Decrease travel and training costs
- Increase the knowledge base of salespeople organization
wide.
- Allow clients to have a comprehensive view of their sales
organizations' skill level and net increase in knowledge
and ability.
On the Job
Application
The purpose of the Blended Learning approach
is motivate and enable sales people to apply the concepts
they have learned more often, more effectively, and faster.
With coaching, 24-hour course content availability, strong
implementation templates and world-class training and content,
sales people will find it easy to apply their new behaviors
and skills. This on the job application is the final step
towards internalizing and owning the methodologies taught
in the KBI systems.
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For more information
on e-Learning, please fill out the form below...
