How to Introduce Informal Learning into New Hire Orientation: a 7-Point Action Plan

Research says informal learning is most effective. Can we actually design informal learning and have strategies and structures around it, say for new hire orientation?

Most experts would agree that a great majority (upward of 70 percent) of workplace learning is informal. But, designing a formal strategy for informal learning is always a challenge, because of the very nature of informal learning which is serendipitous and unstructured. So let me share my learning and strategies, from the design and implementation of social learning programs for thousands of users and numerous customer contexts. In this blog, though we use the context of new hire orientation, the concepts are applicable to a wider range of learning situations.

Informal learning: organizational context has a role

The degree of informal learning depends heavily on the organizational context. An organization that comes across as prescriptive and does not make the new employee comfortable with sharing and expressing, will find it challenging in making employees adopt informal learning channels. e.g. Yammer (ESN – Enterprise Social Networking) adoption has seen huge variance across organizations. While community managers and leadership commitment make a difference, the primary driver is “Would I as an employee feel comfortable sharing my point of view, without the fear of being judged or reprimanded?”. So first things first, an “informal” employee survey to assess the organizational context. But with new employees, there is also an opportunity to break the current organizational mold and provide a fresh experience without baggage.

  1. Online community is low-hanging fruit. Start by building a community for new employees, online is definitely recommended and real-life physical communities are also great if budget and location constraints allow. But definitely create an online platform for social engagement and get all new employees to participate, potentially, even before joining. Pre-Onboarding – the period between the day of the offer and the day of joining is a huge untapped opportunity for most companies.
  2. Give it an informal and fun branding. You don’t have to necessarily label it as a learning community. Start with engagement activities such as quizzes, contests, video contests and team achievements. You will be surprised to see how quickly the community starts to take shape – comments, likes, discussions start flowing in and the network effect kick in once critical mass is achieved. If you launch and don’t see adoption, then seed the community and assign a community manager to identify and persist with likely early adopters – past interns, local employees and internal enthusiasts. If you get 10% of the participants to start posting or sharing, start engaging the others by sending out daily digests with highlights of the community engagement. Persist with informal engagement contests/activities as it will keep the momentum going.
  3. Start from the start. Once the community is engaged, start with posting questions that would be extremely relevant to the new hire group. Questions could be about the company’s roadmap/vision, new hire benefits, career progression or new trends/technologies. You will be pleasantly surprised how the community will latch on to these. The key is to initially post topics that are current and relevant, and that are likely to spark debates and discussions.
  4. Identify and encourage early adopters; create healthy peer pressure. Early adopters are vital to the success of such initiatives. Therefore, the organization would do well to identify them quickly and encourage them. Rewarding the early adopters for legitimate contributions, can jump-start the initiative and generate healthy momentum, not to forget the much-needed peer pressure.
  5. Blend it with formal learning. Create a schedule for formal learning and integrate it. Post links to new training that have been made available. If you are bold, experienced success and willing to take it to the next level, create an achievement system using enterprise gamification wherein both formal and informal learning – social engagement with the community – is rewarded and the achievements – in terms of badges and leaderboard – is visible to the entire community.
  6. Go offline to make it sticky. Organize local meetups and allow the community to interact face to face, to further boost engagement. This is optional, and organizations can manage without this, but if done, it would make the community more sticky and drive engagement to a different level.
  7. Sustain until it self sustains. Virality and the network effect takes a while. The objective is to engage the community activities for a few weeks and more, till the community becomes self-sustaining. Many Mindtickle customers have used the Mindtickle platform for managing the communication and engagement with new hires for the entire first year. This involvement is key.

Leveraging informal learning into mainstream learning and development is still evolving. While there is recognition of its critical importance; frameworks and structures around informal learning are still being discussed, debated, and tested. Questions abound. Should it focus on the process or the outcomes? How to keep it informal in a formal manner?

Therefore, as the concept of informal learning evolves, for organizations, the key thing is to not look at informal learning as a quick fix – buy a solution or a social learning platform or hire a community manager or create brown bag events – it is about creating a culture of learning and sharing. And new hire orientation is a great place to make a start – begin from the beginning.

TOPO and The State of Sales in 2016

scott albro topo sales summitLast week we attended the TOPO Sales Summit 2016 event in San Francisco. It was a great event with over 650 attendees, all interested in improving their sales edge.

Scott Albro, TOPO founder, and CEO, opened the summit with a great talk about the State of Sales in 2016. According to Scott, there are 5 key themes to pay attention to this year:

  1. Data-driven sales
  2. The specialization of Sales
  3. Value meets volume
  4. Account based everything
  5. The sales tech stack

What are Data-Driven Sales?

Scott discussed how data analysis is increasingly driving sales decisions; from correlating activities and pipeline metrics to better efforts at understanding all the data that is being collected to actually make sense out of it.
Part of the data-driven decision making in sales also has to do with the ICP or Ideal Customer Profile. Data drives the ICP which in turn drives decisions. For example:

  • Data collected: internal, external, qualitative
  • ICP: geo, industry, behavior
  • Decisions: GTM, sales process, messaging, sales plays

Based on the data you collect you can create your Ideal Customer Profile, which in turn will influence your go-to-market strategy, your messaging and sales plays. Think about how you are doing this today at your company.

How is Sales Becoming Specialized?

The second topic Scott discussed was the specialization of sales. He painted a picture of two types of specializations that are now becoming more prominent in sales organizations:

  • Task specialization
  • Account assignment

Task specialization is the creation of groups to deal with specific tasks. By understanding that certain task groups are better done with a dedicated team, companies are forming SDR groups, Account Executive groups and Account Management groups, for example. Account assignment involves focusing of sales teams on accounts that match a certain profile, like their size or a specific vertical. More mature sales organizations are very good at applying specialization and account assignment to drive sales productivity.

The Need of Value Plays

A concerning item that was mentioned was the trend related to volume and velocity in sales, especially among fast growing startups in the Silicon Valley area. Scott listed several bad habits that are forming including:

  • Limited discovery
  • Demo roulette
  • Hands off trial
  • Fire and forget proposals

I myself have been the victim of more than one of these habits, which only erodes the sales person’s reputation and decreases the likelihood of closing an otherwise healthy opportunity. This is why the third item on the list from TOPO is the need to add VALUE to the volume and velocity game, which can be done by applying what Scott themed “Value Plays”. These include:

  • Discovery to uncover pain
  • Discovery driving demo;
  • Guided trial process;
  • Stakeholder workshops to get buy-in; and
  • Proposal review meeting focusing on re-articulating value.

It is a good time for you to review how your sales team is executing on each step of the process and understand if they are playing a volume+velocity game or adding value to the equation as well. It’s never too late to fix things!

The Rise of Account Based Everything

Account Based Marketing (ABM) is so 2015, now we are talking about Account Based Everything (ABE)! According to Scott, 90% of TOPO’s client inquiries are about ABM. The problem with ABM is that it reaches only a small percentage of your target accounts unless you can have coordinated efforts between marketing, sales development, sales and customer success.
What this means is that the entire organization, (or at least the customer-facing departments), have to change to an account based mentality.
The attributes of ABE are:

  1. Target high-value accounts
  2. Data and intelligence-driven programs and campaigns
  3. Orchestration across marketing, sales, sales development and customer success
  4. Experiences that are valuable and personalized
  5. High effort and frequency of outreach that’s coordinated

So as a takeaway of this section, if ABM is part of your toolkit, it’s time to evaluate the results and determine how you can improve on them by coordinating with other teams, transforming it into an ABE program.

Evolution of Sales Technology

The fifth item in the mix is the Sales Tech Stack. When discussing the latest technologies available for sales teams it is clear that the best performing organizations are now looking at it not just from a ‘how we use technology’ point of view, but also from a ‘how we can leverage technology to sell’ mentality.
The new ‘tech stack’ for sales is aimed at improving the sales process, but there has been a mass proliferation of tools making it difficult to judge which are the best for your company. Another issue is sales rep adoption, which is still the number one challenge among companies that want to adopt new technologies.
Sales technology has evolved from simply recording what is happening, to automating sales activities, to finally being able to enhance human sales skills. The three questions you should ask yourself before adopting a new sales technology are:

  1. What technology can I adopt that will have the biggest impact on revenue growth?
  2. Where will the technology be more successful?
  3. What benefit will it deliver?

Sounds simple, but not everyone does it.

Summary of The State of Sales in 2016

For a great visual summary of the TOPO Sales Summit keynote presented by Scott Albro, check out the infographic below.
Scott-Albro_State of Sales