Delivering Training Based Upon SkillMap TM Assessment Results

1. Delivering TrainingBased UponSkillMapTM Assessment Results

2. Webcast Agenda • Interpreting SkillmapTMassessment results • Individual • Aggregate group results • Relevant principals of adult learning • Training resources available in the Facilitator Guides • PowerPoint presentations • Reproducible handout masters • Homework and quiz questions • Structuring a workshop • Discussing training workshop options with clients • Blended learning solutions • Targeted to individual and group needs For each assessment skill category No one else is doing this

3. Interpreting SkillMapTM Results

4. Interpreting SkillMapTM Results • Not every skill category is equally important for every organization. • Work with the client to understand their job requirements for CSRs. • Describe each skill category to the client and ask them to determine priorities. • Scores are not absolute (i.e. a score of 80 isn’t necessarily good or bad).

5. Interpreting SkillMapTM Results

6. Interpreting SkillMapTM Results • You must understand the details of a client organization’s selling cycle. • Some skill categories may not be relevant, but the assessment results for those categories can still be informative. • Describe every relevant skill category to the client. • PSS interpretation is typically a deep, lengthy dialogue with the client organization.

7. Interpreting SkillMapTM Results

8. Interpreting SkillMapTM Results

9. Interpreting SkillMapTM Results • Scores below the mid-zone are an indication of significant productivity deficit in that skill category

10. Key Principals of Adult Learning • Adults are just-in-time learners • Adults are practical learners • Adults are not empty vessels • Adults are the real experts on themselves

11. Key Principals of Adult Learning • Help me INTEGRATE new skills and information into what I already know, and what I already do well. • I don’t want theory. I want new knowledge and skills that will truly help me be a better: • Employee • Spouse • Parent • I know me better than you know me. • I an most motivated to learn it just before I really need to use it.

12. Facilitation and Coaching Guides • Training resources available in the Facilitator Guides: • Workshop script • PowerPoint presentations • Reproducible handout masters • Homework and quiz questions • Affiliates CAN resell to clients • Affiliates CAN combine resources from different skill categories • Affiliates CAN integrate training resources with their own content, materials, etc. • Affiliates also have access to all e-learning courses through SkillSource University For each assessment skill category http://www.frontlinelearning.com/PSS_Facilitator_Guide.htm

13. CSS E-learning Courses (audio CD also available)

14. PSS E-learning Courses (audio CD also available)

15. PSS E-learning Courses (audio CD also available)

16. WPS E-learning Courses (audio CD also available) Coming Soon (iPad compatible!)

17. Affiliate (wholesale) Pricing

18. Training Events vs. Learning Models

19. Blended Learning Solutions • Webcast • Participant Survey • Workshop • Workshop • Workshop Individual report and development guide and/or and/or and/or and/or and/or and/or • E-learning • Metrics tracked • E-learning • Manager certifies competency • Webcast • E-learning • Aggregate group report and/or and/or and/or and/or • E-learning courses complete • Audio CD • E-learning • Audio CD

20. Jostens Example • Audio CD • Each sales rep assigned 3 skill categories based on assessment results • 3 pre-learning Webcasts for each rep • Participant Survey • 20 sales managers each assigned 1 skill category to facilitate • Audio CDs used for TTT • 20 Workshops delivered by 20 sales managers concurrently • Delivered 3 times in rotating breakout sessions Individual report and development guide and and • Metrics tracked • Manager certifies competency • Aggregate group report and • Practice Workshop