Support Learning. Learning Management Doesn’t Work.
Donald Taylor Chairman of Learning & Performance Institute said, “You can’t create a system to manage learning. Learning happens inside people’s heads. And it’s a process that can be supported and stimulated, but not managed.” Learning management is a broken concept. In fact, sales shouldn’t be managed at all. And sales training as we’ve known it is dead.
Organizations can no longer afford to send salespeople to training events, but learning is a necessary part of any sales team’s growth. If 72% of adults read because they want to learn something, but 50% say they don’t have the time, it’s our duty to make it easy for salespeople in order for them to stay competitive in the marketplace. Real-time, on-demand learning in relevant, bite-size pieces 24/7/365 any time, anywhere is what they need.
“Because sometimes things happen to people and they’re not equipped to deal with them.” -Catching Fire (The Hunger Games)
Was the item you needed to learn an emergency? Did you need to repair something that wasn’t working? How did you perform your research? Was your data obtained from a book? If so, where did you obtain this book? Was it at the library, a bookstore, or Amazon? Did you order the book, wait for delivery, read it, then make the repair?
Contrarily, did you Google your question and make the repair that way? If the ice maker on your refrigerator isn’t working, do you need to read an entire book on the history of refrigerators? Furthermore, must you know the width and depth of refrigerator brands? Should you be aware of the complete product knowledge of your fridge? Or, do you simply want to know what you need to do to fix it? First, you have a problem. Second, this is the cause. Third, here is the solution. And voila, you now have ice at the push of a button. Life is good!
Statistics to Know
72% of adults read because they want to learn something. But, 50% say lack of time keeps them from reading.
By 2016, US mobile users will increase from 174 million to 265 million.
Developers are building MORE B2B and B2E apps? This will go up from 29.3% in 2010 to 42.7% in 2013.
76% of businesses say mobile devices have increased employee responsiveness and decision-making speed.
Learning Management: What Do These Statistics Really Mean?
What do statistics on reading, mobility, app development, and employee responsiveness have to do with the other? A lot. Truthfully, most companies still require salespeople to attend sales training events. These training events firehose people with a lot of great information. Sales increase for a limited time. However, then it slumps back down to the same level as before. Unfortunately, most of that great information is forgotten within 30 days. To counteract that loss, most training events provide books or binders of information to refer to at a later date. With that said, let me ask you a question. When was the last time you needed to learn a new skill? Similarly, how long has it been since you improved on a skill you already know?
Statistics cited from the following: 15 Mobile Trends Happening Now – Salesforce Blog, The Wall Street Journal “Your E-Book Is Reading You,” and USA Today Digital devices give a big boost to book reading.