The future of the Chief Learning Officer

“An investment in knowledge always pays the best interest.”―Benjamin Franklin

The role of Chief Learning Officer (CLO) has been around for several years. CLOs are responsible for driving the strategic direction of an organization’s learning. In the past, some have mistaken the role of a CLO to simply be populating the Learning Management System, but things are changing quickly and the role of CLO is now expected to rapidly adapt.

According to

Deloitte’s 2016 Global Human Capital Trends Report

,

“CLOs should become part of the entire employee experience, delivering learning solutions that inspire people to reinvent themselves, develop deep skills, and contribute to the learning of others

.” This change is being driven by several factors, and each one is shaping the role of the CLO in the future.

The future is coming quickly

It might sound obvious, but learning strategy has to reflect the business’ objectives. In the past, learning has sat to one side and focused in on specific technical knowledge or skills, but that’s no longer enough. The CLO needs to understand how the learning agenda fits into their company, the industry and what their competitors are doing. This is because the learning must not only support the business today but into the future.

While CLO’s don’t have crystal balls, they now need to keep an eye on future trends and ensure that their business has the capability and capacity to adapt quickly when required. Disruption is no longer something that happens to other businesses, it’s a real threat for every business so the CLO has to ensure that the business is prepared to weather any storm that may come their way.

Change is the new normal

In the past, learning programs could take weeks to create and be rolled out over the course of months or even years. This approach no longer works, what you learn today could change or be updated next month. This has dramatic implications for the learning agenda.

Learning programs now need to adapt and be flexible enough to accommodate continuous change. This creates challenges both for those who create learning programs and all for the people who are receiving the learning. Not only does information need to be added, changed and updated regularly, but it also needs to be easy to digest.

Learning is a continuous process, and that can’t be taught in workshops or meetings twice a year. Learning programs need to be fluid and integrated into business as usual. This means that managers and those close to the end users need to be integrated into the learning process.

The closer to a topic you are, the quicker you are able to adapt to any change to it. Things like learning agendas that enable managers to give structured and continuous coaching to their team are part of this change. Just in time training is another development that is gaining speed as it allows employees to stay on top of things as and when they need to know them.

Another thing that’s impacting this is the way work is changing as well. More workers operate remotely, work virtually and have flexible hours. This adds a new layer of complexity to how learning programs are rolled out, accessed and reinforced.

New generations are entering the workforce and older ones are leaving

By 2025, 75% of the US workforce

will be millennials, but presently they share their workplaces with Baby Boomers and Generation X. Managing multi-generational workforces has also made the role of the CLO more challenging. Each generation has different learning preferences – millennials are connected to their mobile phone while many baby boomers prefer face to face communication.

When it comes to developing learning strategies, the preferences and needs of each generation need to be taken into account. If all employees are not engaged then some will be left behind when it comes to development.

CLOs need to look at not only the content of learning programs but also how it is delivered. Some things to consider include social networks, mobile enablement and the way content is structured. For example, millennials have a preference for microlearning, which is a big shift from traditional instructional led training.

The changing dynamics within the workplace is also raising new issues. As Baby Boomers prepare to leave the workforce, along with them goes decades of experience and knowledge. Some would also prefer to remain connected to their workforce, raising the possibility of new learning opportunities like mentoring.

All of these factors need to be included in the learning agenda and prioritized by the CLO in a way that engages all employees and meets business objectives.

Every business function needs to justify their position

In the past, learning has been measured by the number of people who have completed courses but this doesn’t demonstrate the value that the learning programs have added to the organization. As organizations become leaner and more agile, every executive and each function needs show how they contribute to the achieving the business goals. This forms the basis of a business case when competing for resources. To do this CLOs need robust reporting and tracking.

Analysis should show how the learning programs have changed the way people work, made them more productive or improved their revenue earning capability. This must then also dovetail into the broader business objectives. Is the learning program a competitive differentiator in the recruitment marketplace? Does it help the business retain employees? Does the learning have a positive impact on engagement?

Retaining and engaging employees is becoming harder

Learning has traditionally been a one size fits all approach, but in order to retain employees and keep them engaged organizations need to focus in on the individual needs of their employees. Learning programs need to be flexible enough to allow individuals to develop on their own journey. By giving individuals the ability to take some responsibility for their own development and have a say in what capabilities they develop, organizations can improve engagement and build capable workforces.

This means providing learning opportunities outside the classroom. Rather than focusing on role-specific learning and build capabilities. Capabilities extend beyond technical skills and can include understanding, empathy, stakeholder management, and networking. Empower employees to learn at their own pace and to be in charge of their own destiny.

Underpinning all of these developments is the need for technology that supports the changing world of learning. Learning tools that are able to be customized and can adapt to different needs, yet still provide enough structure to support managers and leaders to have consistency in the organization. Technology can’t be an afterthought, it needs to fit in with how people work today and how they will work in the future.

The role of the CLO is certainly changing. With each and every day it becomes more challenging and complex, but it brings so many opportunities to innovate and think differently about how people learn. It’s an exciting time to be a leader in corporate learning.

In Conversation with Dabur on Sales Effectiveness

This post is based on an interview with Chirag Singh, Sales Capability Development Manager at Dabur. You can listen to the podcast here.

Dabur is the world’s largest Ayurvedic and natural healthcare company.  With over 2,000 sales reps Dabur has certainly had its challenges finding the best way to train and coach its salespeople working in different geographical regions. Chirag Singh who leads the sales capability development function at Dabur talk to us about how this FMCG giant enabled their sales team, regardless of their location.

Their sales organization structure has many levels

FMCG sales reps require specific skills

Sales in the FMCG space is very different to B2B sales. Sales reps require very different skill sets to deal with the unique challenges of their business model, where they deal with a range of distributors from large chains to mom and pop stores.

Apart from the typical negotiations, conflict management, and partner management skills, it’s important to drive process adherence. Coaching focuses not only on team handling and negotiations skills but also basic analytical skills. This helps identify whether sales reps are able to interpret data as expected.

Prioritizing sales readiness initiatives was crucial

It was important for Dabur to create a strategy for their initiatives that focused on the skill sets that their reps needed to improve. To achieve this, prioritizing their initiatives was crucial, particularly when you consider the size of their team. To improve the sales effectiveness of their team Dabur implemented several initiatives.

“The most important initiative, and one of the most basic is to standardize the onboarding process for all new hires in the sales team. Dabur is a large and diverse organization so it is even more important to have a standard onboarding system in place.  We use Mindtickle to provide us with visibility on the learning curve of every new hire in the sales team,” explains Singh.

Dabur also had a long-term vision for their digital sales readiness initiatives that extended beyond sales onboarding.

“Another thing that is really helping us is the creation of a knowledge bank. This is a repository of all sales processes and sales related collaterals. Since the Mindtickle platform is online and agile, it is much easier for us to add and update modules as and when there is a change in our process. It’s been about 8 months since we started and this has now become a part of our daily work,” continues Singh.

Managers have visibility into every sales rep’s progress

“Using a platform like Mindtickle gives us visibility into what skills each rep needs to improve. That is the greatest benefit we’ve obtained from this initiative. Improvement takes time, for some individuals it can take a few weeks, and for some, it can take a few months. It really depends on the kind of work assigned to them,”  explains Singh.

Dabur’s initiatives also help them identify and fix their rep’s knowledge gaps. They have implemented a manager led feedback system that has been essential to their sales transformation program.
“Mindtickle allows us to track the coaching tasks given to each sales rep after the fact. We then involve the manager, using a feedback mechanism, to review the improvement in their reps’ performance and actually give them feedback. This process is really helping us drive effectiveness and improve our performance,” explains Singh.

By leveraging technology Dabur has automated and simplified its sales process. At the same time, they have brought their sales team much closer towards their end goal of achieving best-in-class sales effectiveness.

Boost your sales efficiency!

See Mindtickle in action today!

[Podcast] How FMCG Giants Coach their Sales Teams (Episode 14)

 

In this 12 minute podcast Singh outlines the k

ey skills that a sales rep in the FMCG space should possess:

  • Different long and short-term initiatives that Dabur has implemented to achieve sales excellence;
  • How to leverage technology to overcome the challenges that field sales teams face; and
  • Key metrics to assess a sales rep’s growth and measure the outcome of your sales enablement program

To download or subscribe to the Sales Excellence podcast login to

Soundcloud

,

Stitcher

,

iTunes

or find it

here

.

“Dabur is a large and diverse organization, so it became essential to have a standard onboarding system in place. To address this diversity we use an online tool. It has helped us introduce visibility into who the new hires are and whether they are trained on basic sales techniques that they need to know as part of the sales team at Dabur,” explains Chirag Singh, Sales Capability Development Manager at Dabur.

Dabur is a pioneer in the FMCG space, the world’s biggest ayurvedic and natural healthcare company, it has been in existence for 135 years. In this episode of the Sales Excellence Podcast, Singh explains how sales excellence is perceived in an FMCG business and how sales enablement initiatives are executed in a large organization like Dabur.

Like any other business, there are a lot of internal and external factors that affect sales performance. We decided to edify our reps’ process knowledge leading to increased process adherence, using an online platform has helped us achieve that. Process knowledge has gone up big time, leading to process awareness and adherence,

” claims Singh while talking about factors that impact sales excellence at Dabur.

Listen now to learn how a large and diverse organization like Dabur manages its sales organization and leverages technology to achieve sales excellence.

5 Tips for Creating a World-class Sales Kickoff

world class sales kickoffI’ve had the opportunity to attend the sales kickoff and annual sales meetings of some of the best companies in the nation and have witnessed first hand what makes a sales kickoff (SKO) world class.
Whether you only have a dozen reps or a sales organization of hundreds of employees, the following five key takeaways are worth thinking about as you plan your own sales kickoff.

Tip 1: Pre-SKO preparations help set the tone

One of our clients had their COO record a 1-minute video on why the sales reps should be excited about the upcoming sales kickoff. This was followed by SKO pre-work sent by different teams (marketing, product, sales engineering, etc.) to help sales reps prepare for what was going to be covered during the SKO sessions.
As a result, energy levels were high leading to the sales kickoff, and some companies reported that over 90% of their employees had engaged with the pre-SKO content before the first day of the event. I can’t emphasize this enough – the pre-work leading to the SKO was a great way to get everyone excited about the live, in-person event.

Tip 2: Have a theme to drive the message home

Marketing folks know that a cohesive theme can help deliver an impactful message. Much like having a theme for sponsored trade shows, having a specific theme for a sales meeting can help create the right environment. For example, one of our customers had a theme “We Will”. Not from the Queen song “We will rock you” (although there was a hilarious opening session based on it), but for the meaning of the word “will” which communicates that the company is rallying around an aggressive growth plan. This theme of “will” as an action (as in “I will”), as an attitude (as in “willpower”) and as a statement (not “try” but “will”) was used and referred to throughout the event.

Tip 3: Make sure to add opportunities to socialize

At the end of each day have a social gathering, preferably at a different place, with plenty of drinks, food, and entertainment. You don’t have to overspend to create a quality social event if you pay careful attention to the venue, service, and food. These evening occasions can help put different teams together, remote employees finally meet their co-workers, and executives spend time with people they typically don’t meet on a daily basis.

Tip 4: Look for ways to reinforce your message and learning

As you plan the sessions for your sales kickoff, make sure it is contextual for your sales reps. Invite reps to relevant sessions based on what team or group they belong to (some sales engineers and salespeople may have different sessions). But it isn’t enough to just break people up, the content delivered is more impactful if it includes:

  • Tailored pre-reads for each session to the audience
  • Making sure all the presenters are experts in their particular fields
  • Leveraging technology to help deliver information, motivate people, and help them remember afterward;

For example one of our customers used the Mindtickle mobile app to push out the session slides to all mobile devices. They followed it up with quizzes and polls to measure feedback and engagement from the team. More importantly, each content, quiz, and the poll had points associated and the more a person participated the more points they earned.
These points translate into a digital leaderboard that was updated and shared daily. This got reps more engaged and drove up participation during and after sessions, helping maintain the energy throughout the SKO.

Tip 5: Focus on alignment and energy

Sales kickoffs are a good opportunity to align the team for the coming quarter or year’s strategy. While this is important, it’s critical to combine strategy with energy.
Time a strategy session towards the end of the event, to help reinforce key messages from the top ranks about where the company is heading, the market opportunity, and key wins. Throw in plenty of awards and recognition for the top sales reps and lead into a “grand finale” that gets everyone energized and ready to start the year strong.

Your path to a great SKO

As you plan your own SKO think about your overall goal, how to tie everything together with a theme, and ways to keep your reps engaged throughout. There is one more thing to think about – what to do post-SKO.
One final piece of advice would be to keep the momentum going after the event by continuing to engage with the team. Give employees access to videos shown during the event, additional footage that was not shown at the event, and any other relevant content. It is never too soon to start thinking about your next SKO and I hope this blog has given you some good tips.
To learn more about planning for a successful sales kick-off meeting check out this eBook and webinar on 5 SKO best practices that are proven to work.

Readying Your Sales Reps to Effectively Work Trade Shows

trade_show_certifiedWhen you’ve only got a handful of sales reps it’s easy to work out who should attend the trade shows. But what happens when you’ve got dozens, hundreds or even thousands of reps?

Many companies are now taking a more scientific approach to preparing reps to work by identifying which reps are most prepared to attend a specific event. Plus, sales leaders can take it a further step to certify reps they’ll have confidence that reps will always be taking their A game to the key events. By the way, i

t’s possible to achieve this in less than ten minutes per sales rep. By r

ecording a short video to capture their level of readiness you can ascertain if they’re ready. Here are some questions to ask during the video recording:

  • Why are you best suited to attend this trade show?
  • What kind of prospects are you targeting at the event?
  • What will be your elevator pitch to them?
  • What are your goals for the trade show?

The reps can record their responses and elevator pitches on their mobile device or desktop computer. These can then be approved and certified by subject matter experts and the top certified reps selected to attend the trade show. The good news is the process is straightforward and simple enough that you can use it every time you’re investing in a trade show, so you’ll always have only your best reps in attendance.

How Nutanix Successfully Enabled Channel Partners [Podcast, Episode 2]

In this 13 minute

interview Morales explains:

  • How Nutanix prepares their channel partners for success
  • What is the difference between a successful and unsuccessful channel program, and
  • How to set benchmarks and measure the performance of a channel program

Listen now

to hear how Morales and Nutanix have successfully enabled their channel partners and find out how you can apply these best practices to rapidly grow revenue from your channel partners as well.

To download or subscribe to the Sales Excellence podcast login to Soundcloud or find it here.

MT_podcast_blog_v2-05“A good channel program is one of the fastest and most effective ways of scaling the sales motion of any company.”

Joan Morales would know, he’s responsible for partner and channel marketing at Nutanix, a company that grew its revenue by 85% to $190.5 million in the first half of its fiscal 2016. Morales is an expert in identifying channel partner needs, quantifying the business opportunity and then bringing them to life through effective channel marketing and enablement strategies.

“I see channel re-sellers as basically an extension of our sales efforts. They are part of our sales network and a very trustworthy and effective and efficient way for us to reach all the clients we need to reach as we grow as a company,” ” explained Morales. “We treat them with the same care, respect, and passion that we have for our own sales organization.”