Many people say that classroom training is a thing of the past. I see their point, and I still chuckle every time I watch the video Goodbye Butts in Chairs, but I don’t completely agree.
Presently, I’m helping my clients use classroom training successfully and see new applications for it in the future.
Today, many companies run sales training programs that are 1-2 day sessions. As a learning designer, I know that classroom training remains an excellent instructional method for skills practice and proficiency. Clients complement their instructor-led training (ILT) sessions with reinforcement programs to extend the learning.
Here is an example of a learning process for new hire sales training that combines ILT with a reinforcement program.
New hires in this example start by taking online pre-work modules to familiarize themselves with the company and products. They take an intro module to selling skills to become acquainted with the industry norms and typical selling scenarios. Next, they attend classroom training for skills practice.
The next progression is a formal reinforcement program which occurs over time. It includes making joint calls and planning with a more senior rep or field sales trainer. Then, they participate in a Skype Boot Camp skills practice session. It is run by their instructor and includes their peers from the classroom training session. Neither travel, nor expenses are necessary. Later, they participate in a Webinar to review all learning points thus far. Lastly, participants take an assessment to ensure proficiency.
A classroom training program should not stand alone. The “forgetting factor” is significant and participants need help using and applying the skills on the job. The above described reinforcement program is flexible and inexpensive. These qualities are especially beneficial, since many companies cannot justify large budgets for creating longer programs, let alone can their reps afford to be out of the field for long periods of time.
In the future, we will see more comprehensive programs that combine ILT with formal reinforcement programs. We will also see a wider acceptance of social learning and informal learning in our learning ecosystem. This is one of my favorite topics and we’ll talk about this in future blogs.
For now, tell me, what are you doing to spice up your grandfather’s classroom training?
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