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ASTD 2013 InternationaL Conference & Exposition | Events

Getting Out of the Classroom and Into the Field

Session #TU118
Martyn Lewis, Principal & Founder, 3GS
Tuesday, May 21, 2013 | 10:00-11:15 a.m.
Dallas Convention Center
Dallas, TX

Thanks to all who attended the session. We hope that Martyn's insights about the benefits of live virtual training will help you and others in your organization to enhance the effectiveness of your web-based training programs.

If you'd like to provide feedback on the session or have other questions, please contact us at info@3gselling.com, or 888.243.0461.

Download the Deck

Click to download a copy of Martyn's presentation deck for "Getting Out of the Classroom and Into the Field."

Session Description

It is no surprise the salespeople would rather be in the field than in the classroom; yet they need to be armed with the latest information and sales approaches. The sales training challenge is to provide the required training, but do so in a way that is faster, better, and cheaper. Although this may seem impossible, technology is enabling some companies to do just this. We can now use highly impactful approaches to design and deliver blended and continuous learning to salespeople; when they need it, where they need it.

This session will explore how to create learning programs that eliminate travel time and costs, dramatically decrease the time the salesperson has to dedicate to formal learning, and at the same time have an improved impact on business results. Using examples from such companies as Oracle and Merck Pharmaceuticals, the session will focus on the seven keys to designing and delivering sales training that replaces days in the physical classroom with more effective technology-enabled alternatives. Among the topics covered will be:

  • How to design and deliver truly engaging and collaborative live virtual training
  • How to determine what needs to be live and what should be asynchronous
  • How to integrate formal learning with application, cohort learning, and coaching

The session is rich in real-life examples and will reveal both tips and traps that have been learned through years of real-world experience.

Application on the Job

  • Rethink how technology-enabled alternatives to the physical classroom can be used to deliver sales training that reduces costs, reduces physical classroom training time, and delivers greater impact upon the business
  • Determine how blended and continuous learning approaches can offer
  • superior business results to the traditional classroom
  • Apply new approaches and techniques to the design and delivery of blended learning programs to increase participant engagement and the successful application of new knowledge
  • Use new information to design and deliver impactful live virtual training