learning for profit
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Learning for profit
Learning for profitUrgencyLearning
Bus & bikeHermann Ebbinghaus
Meta-learningSystems viewpoint
Sales example
Now
“Are your people learning and growingfast enough to be successful in the future?”
Network evolution
Learning Learning happens happens naturallynaturally
Learning
Learning = acquiring the skills and knowledge to help one prosper in our rapidly changing world.
Learning = adaptation to environment
• Learning leads to action• Fit with ecosystems that matter• Optimal connections to people &
knowledge• Great networking great learning• Better learning = better results
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InformalInformalFormalFormal
Corporate LearningCorporate Learning
Roadmap = curriculum
Rider chooses path
Appropriate for novices acquiring a new framework or “knowledge tapestry”
Appropriate for experienced employees filling in gaps in their knowledge
PushPush
PullPull
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InformalInformal
FormalFormal
How People Learn to Do Their JobsHow People Learn to Do Their Jobs
80%80%
20%20%
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Explicit TacitNovice
InformalInformal
FormalFormal
How Corporations Spend Their MoneyHow Corporations Spend Their Money
80%80%
20%20%
Spending MismatchSpending Mismatch
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Corporate LearningCorporate Learning
Training departments great at driving busses
Training departments have little experience building bike paths.
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1885, Über das Gedächtnis: Untersuchungen zur experimentellen Psychologie.
Herrman EbbinghausJanuary 24, 1850–February 26, 1909
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Training as EventTraining as Event
Retention
Novice
Workshop
On the job
Time
Retention
Work
Training as event
WorkTrain
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Forgetting CurveForgetting Curve
Retention
Novice
Workshop
On the job
Time
Retention
Training Back to work
Beginning
Learning as process
Middle
Team meets in advance, get to know one another, and discuss their goals for the workshop
Updates
Alumni = support network
Wiki Q&A
Brief recall session
End
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Impact of ReinforcementImpact of Reinforcement
Retention
Novice
Workshop
On the job
Time
Retention
10 minutes 3 minutes5 minutesReview time
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Impact of ReinforcementImpact of Reinforcement
Workshop
10 minutes 3 minutes5 minutesReview time
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Reviewnotes
Chat withpeers
Bot oremail
summary
Sales training: before
Before
Selling @ $5 million/year
One-weekworkshop
15 monthsHiredMakingQuota
After
Sales training: after
Selling @$5 million/year
One-weekcase study
eLearning Coaching
6 months
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Before
After
Time saved
15 months
6 months
9 months
Achieved quota in 6 months instead of 15
1440 x ¾ x $5 million = $3.5 billion
Incremental revenue
120 hires/month = 1440 hires/year
9 months = 3/4 year
quota attained = $5 million
Facilitate ConversationFacilitate Conversation
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Get engaged
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Bluma Zeigarnik 1900 – 1988
Kurt Zadek Lewin 1890 - 1947
jaycross.com
Pull Learning
Active learner
Learner defines content
Conversation & discovery
Competence
Independence
Learn in Group
Web 2.0
Push Learning
Passive student
Others set curriculum
Courses, workshops
Grades
Obedience
Learn on your own
Unchanging
knowledge
Grades
Obedience
Learn on your own
Unchanging
knowledge
Pull Learning
Active learner
Learner defines content
Conversation & discovery
Competence
Independence
Learn in Group
Web 2.0
Push Learning
Passive student
Others set curriculum
Courses, workshops
Grades
Obedience
Learn on your own
Unchanging
knowledge