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ROI

ROI. Online Educa November 28, 2002. Training New-Hire Sales Force. One-week workshop in California 1,440 new additions to sales force each year $5 million average quota 15 months to reach proficiency. Training New-Hire Sales Force. Moved workshop to six weeks in

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ROI

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  1. ROI Online EducaNovember 28, 2002

  2. Training New-Hire Sales Force • One-week workshop in California • 1,440 new additions to sales force each year • $5 million average quota • 15 months to reach proficiency

  3. Training New-Hire Sales Force • Moved workshop to six weeks in • eLearning before & after workshop • Workshop focus on case & enthusiasm • Online reference information • 6 months to reach proficiency

  4. 1440 people x ¾ year x $5 million quota = $3.5 billion/year time saved

  5. Unisys University Principle of Materiality • Employee satisfaction 29%  76% • Reduced training delivery costs 25-45% • Reduced training time 35-45% • $100,000,000/year incremental revenue

  6. R • Tangible outcomes: revenues, profits, compliance, capabilities • Intangible outcomes: flexibility, bench strength, innovation, attitude, speed, the “People Value Chain”

  7. Common Sense Refutes Accounting Nonsense Accounting assumes: • Capable people not an asset • Training not an investment • Know-how is worthless

  8. I • Opportunity cost • Focus on core, outsource the rest

  9. Extended Enterprise Training and Development Responsibility Our workers

  10. Value Chain Dealers Rawmaterials Suppliers Customer Extended Enterprise Our workers

  11. Good for the department, bad for the organization Senior Management TrainingDepartment Manufacturing FinanceDepartment Sales Department Field Organization

  12. eLearning, all online “Blended Learning” 2 instructor-ledonlineinstructor-led + simulation Evolution of the Form of eLearning 1

  13. Evolution of the Forms of Learning Learning Environment 3 Online learning Customer news feed Simulation Classroom Online learning path Mentor Tuned Googol, Amazon, news Community Knowledge objects Performance support

  14. Old &Tired Single-point ROI Traditional accounting Training measures (attendance, hours) Current & Wired Business metrics Productivity Cycle time Balanced scorecard Benchmarking Time to proficiency Metrics LMS

  15. www.eLearningForum.com

  16. Jay Crossjaycross@internettime.comwww.InternetTime.com

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