No, I don't mean just our business. I mean our clients' business, too. But I'm not stopping there, either. I'm talking about everybody's business. So, while e-learning  is our core, it's also fair to say that we're something of a business evangelist. Why do we take this position? Because the economies of the world could use a good kick in the butt. And simply put, we believe our approach to e-learning can help improve anyone's business. We also believe there's plenty of business to go around, so...

The only secrets we have to share are creativity, hard work, and common sense.

And when it comes to common sense, too many companies are so caught up in saving money that they miss the bigger picture of ROI.

w/ focuses on results. Primarily, that means adding to the top line through increased sales and brand preference. We don't leave cost savings out of the equation, but in the end, value is what's really important. And the place to save money, while still preserving value, is in efficient design and production engines, and effective project management (all of which we're really good at).

We never cut costs at the expense of increased learning and behavior changes that achieve important business objectives. In other words, we keep our eye on long-term profits, not short-term savings.

Anyone can follow our business model (though we'd like to think that no one does it quite as well as us).

• Strategy...meaning we learn a client's business well enough that we can actually contribute, as a partner, to developing new strategies for success.
• Creativity...this is one area where "good enough" is never enough. And it's important to remember that everything starts with what the learners need.
• Value...as noted above, we create systems to reduce costs. Most of the time, you can count on cheap production being a waste of money.
• Results...we don't do product training, or even just sales training. We do training that moves the needle on sales. Our learner surveys (in other blog posts) make that clear.

Remember, by declaring war on ineffective e-learning, we’ve rejected linear, page-by-page organization as the default method of delivering content. It’s maddening that these outdated habits, and every converted PowerPoint and webinar have become the de-facto standards for e-learning. So please, help us keep making the distinction between x-learning and all that other stuff. Almost everyone can use some variation of x-learning to improve their results. And we intend to keep pushing the front line in that direction.

X-learning, as you may remember from other w/ blog posts:

• Allows learners to eXplore content at a pace, and in the order, of their choosing
• Provides avatar-driven eXplanations and demonstrations of successful approaches to common problems, and
• Builds eXperience through practice in a safe, simulated environment

• Their construction is based on business risk areas, where employees are likely to falter or fail, without additional training support.
• Risk areas represent top- and bottom-line strategic objectives related to brand, sales, marketing, customer service, leadership, management and production.
• We design a PowerSim to provide practice in differentiating between good choices and better choices. This helps learners to improve their decision-making...and results...when faced with the real situation.

• Served more than 11,000 learners (nearly all of whom are non-employees)
• Chalked up more than 100,000 successful online course completions, and
• Put the cost of learning at just dollars per course completion

The best part of these numbers is that 43% of 500 sales managers surveyed, told us that they believe our courses have improved sales from 11% to 18%. That’s anecdotal information, but even if they’re half right...

Some more numbers.

Each year we complete a program survey, at no cost to our clients, because we want to know what learners can tell us about how we’re doing. Here are some convincing numbers and comments, where learners “strongly agree, or agree”:

• 84%...Actually meeting the customer characters made them more real for me.
• 88%...It was helpful to observe the retail sales character's approach to selling.
• 92%...The coach provided useful insights and advice on customers and selling.
• 89%...It was useful to actually practice selling the products to customers.
• 88%...It was helpful to go through the selling scenarios more than once.

• This survey was done as part of launching the first avatar course in a long-established program of traditional e-learning.
• The learners’ ages range all the way from 20-something to 50-something.
• 650 of the first 700 learners to take the course voluntarily participated in the survey...and with a response like that, they were obviously eager to share their experience with us.

• 40 relevant options or points of view
• 14 learner inputs or decisions
• 16 expressions of customer preference
• 8 demonstrated coaching tips

In the past few weeks, my posts have covered:

• 2 Things To Avoid For Effective e-Learning
• 4 Ways To Improve Your e-Learning Strategies, and
• 5 Reasons To Declare War On e-Learning 

Introducing w/ x-Learning^TM And PowerSims^TM

At w/, we contend that e-learning is mired in old paradigms of instructor lead training and page-by-page, PowerPoint delivery. It's really better described as e‑reading. Learners are stuck with a boring cycle of click-read-yawn...click-read-yawn. And companies? They're stuck with ineffective results.

To win the war, it's time to break out of e-learning and into x-learning through what w/ calls PowerSims. PowerSims give learners:

• Options to eXplore content in the order, and at the pace, that they choose
• Critical eXplanations concerning features, benefits and customers
• Opportunities to eXperience new skills, within carefully designed simulations

With PowerSims, it's critical to understand that the design starts by identifying risk areas where learners are most likely to falter or fail in real life. This approach results in the most valuable training possible.

PowerSims eXplorations & eXplanations

The eXploration and eXplanation elements provide an interactive overview that incorporates brand, customer, category and product information. They give maximum control to learners, allowing them to soak up new knowledge in the order they prefer, and at whatever pace they choose.

This part of the PowerSim is designed to replicate how learners use the Internet to learn, every day. And it helps them discover the relationships between similar products and solutions, so that they can choose the right one for any situation. For powerful eXplanations, we use a friendly, knowledgeable avatar to demonstrate good sales techniques for each important feature, benefit, or application.

We collect all of this information through a detailed template that's specially designed for each client. The template allows subject matter experts to provide maximum value in minimum time, while screening out non-essential information. This approach helps us to rapidly complete very high-quality modules.

PowerSims eXperiences

Simulations are the fastest way for learners to improve sales results. Each scenario provides a safe environment for learners to practice, make mistakes, and get the right feedbackto become more successful. This learning-by-doing approach is both familiar and effective. And it's always been the most natural way of learning.

The number of different selling scenarios required to complete the PowerSim depends on how many different types of products and customers are involved. And again, scenarios are designed around the risk areas where salespeople are likely to falter or fail in real life. In fact, we believe that if learners don't have a chance to fail...they don't really have a chance to learn.

And you know one of the most satisfying results we've found with PowerSims? Even the busiest people will go through these practice scenarios more than once, so that they can learn by trying different approaches. This proves that, when the value is there, so is the time, effort...and the results.

Please take a look at the work on our site. If you'd like to find out more about what we might do for you, click here. 

In the past couple of weeks I've complained about some questionable e-learning practices. Now I realize I'm ready to declare war. Ready to declare war on ineffective e-learning. Not all elearning, mind you. Just the bad stuff.

In one recent post I spoke out against rapid e-learning being faster and cheaper, at the expense of being better. In another, I warned about turning out courses that don't have enough of a strategic foundation.

But here's the real problem: too many elearning professionals are working from a disadvantage. They're being held responsible for results, but they've either got too little time, too few resources, or too little e-learning experience to be as successful as the wish they could be.

So please, for the moment, allow me to continue to complain on behalf of all elearning professionals. And next week...I promise...we'll start talking about how to win the war against ineffective elearning.

Here's my top five complaints:

1. Missing out on better, by concentrating only on faster and cheaper (read)
   
2. Churning out tactical solutions, without the strategies for ROI (read)
   
3. Designing training without understanding the vision of your customer
4. Continuing to use the page as a measure of learning
5. Expecting learners to be successful, not through practice, but by reading
   

Now, you can check the posts on the first two declarations (click on the list above) but I owe you some explanation on the last three.

The Vision Of Your Customer

Our customers (internal and external) see the world through the prism of their own problems, for the most part. Okay...that's human nature. So why then, do we continue to design e-learning from our point of view, rather than theirs. Why do we put things in terms of what the company needs, or bury important buying information in techno-babble? We need to design and write from the other person's perspective.

The Page As A Measure Of e-Learning

Pages began with books and fliers and newspapers...all methods of communication, for the most part. PowerPoint borrows from that same linear progression of ideas. Why? Okay, for assembly of a complicated widget, sure. But for anything conceptual? Linear is too often an impediment to learning.

Reading, Not Practice

Why do we think reading about something should automatically make it clear. Why would knowledge suffice for experience? The natural way we learn from the time we're born is by doing things. Try. Fail. Try again, fail better. Bad e-learning does not incorporate learning by doing, or practice.

Okay...that's my war on ineffective e-learning. I could actually list a lot more complaints, but let's keep it simple for now, and next week we'll move on to a  solution that we call x-learning.

Please take a look at the work on our site. If you'd like to find out more about what we might do for you, click here.  

It's easy for our jobs to get in the way of what we do. There's so much work to be cranked out! But as always, work should be about quality, not just quantity...and ultimately it has to be about results. We can't afford to put as much time and money into e-learning as we do, if we don't get a good return on our investment.

ROI is the WHY behind strategy. So your first checkpoint on effective e-learning is: are your courses supporting a well articulated strategy? Unfortunately the usual answer is, at best, only a partial "yes".

Check your own experience: is 90% or more of your sales training just product information? Or is it focused on how to sell the right product to the right cusotmer? Too many times, that's not the case. And while sales training is an easy example, we could be talking about any course that's fat on what and lean on how, why and practice.

This post would be way too long if I were going to cover HOW to incorporate strategy. It's more about WHAT you can be doing strategically, to improve both quality and ROI. But I promise, week-after-week in the coming months we will be talking a lot about the HOW-TO of integrating strategy into your courses.

Let's return specifically to sales training as our example for implementing e-learning strategy, allow me to introduce these additional questions:

• Do you understand your customer's point of view and are you training from that direction?
• Are you reusing e-learning content to help customers sell themselves?
• Is part of your effort working to create word of mouth (WOM) in the marketplace?
• And finally, does your e-learning support brand preference that leads to repurchasing?

If it never occurred to you that these strategies should be driving your e-learning efforts, that's okay. But when you're measured on the results of your program, as more and more of us are, this might be just the improvement you've been looking for. See you next week!

Please take a look at the work on our site. If you'd like to find out more about what we might do for you, click here.  

Seems to me that faster and cheaper were the focus of much e-learning in 2009. But NEWS FLASH...faster and cheaper are NOT learning outcomes.

If you believe all the ads and emails, then webinars and converted PowerPoints are the pinnacle of e-learning. And I get it, there are a lot of managers out there who think the results they want are faster and cheaper. But they're taking a short-sighted approach to business outcomes, and while they may be getting communication results, they most certainly aren't getting the learning results that they're looking for.

Most communications are meant to inform employees. But it takes real learning to change behaviors and drive business results. So, in your company, are you just using up resources to inform people...or are you making the kind of investments that literally improve the organization?

Think about your own experience. Isn't this the improvement a webinar makes over instructor lead training? ...no one knows how many phone calls and emails you took care of during the presentation! And when you get online to read page by page in that converted PowerPoint, don't the drag and drop memory exercises make you feel a bit like a chimp in a learning experiment?

I thought e-learning was the next wave. I thought it was a giant improvement over classroom. If that's it, why does so much e-learning seem more like e-reading and e-listening?

In 2010, let's hold off a bit on faster and cheaper, and set our sights on BETTER. Let's take a look at how we can develop immersive simulations and game-like content that:

• Allows learners to explore well-organized content in the order and at the pace of their choosing, rather than being linear.
• Provides a chance to experience new information and concepts in a way that lets them practice, get feedback and learn in a safe environment.
• Focuses on changes in behavior and business results, rather than simply communicating.
  

Please take a look at the work on our site. If you'd like to find out more about what we might do for you, click here.