Improving sales, delivering value and managing talent at IBM

by | Dec 31, 2009 | Evidence for Change, Interviews

I first met Bert De Coutere at Online Educa Berlin in December 2009. Bert works with IBM Learning Development and heads up their work on learning innovation.

In this interview, we explore practical ideas on how to face some of the tough challenges facing learning and development by reflecting on some focal projects within IBM. As Bert suggests the economic crisis has meant that we need to do more with less but equally we have to implement with learning without falling short in delivering value and in this interview we discuss:

  • The importance of understanding the context of learning – where we need to add value and to which audiences.
  • The role of technology and the need to align to organisational and individual need to add value.
  • 2 examples of learning innovation for sales training and the impact on the business – see evidence for change below!
  • Examples for practical use of virtual worlds.
  • Getting started with social media – avoiding failure through scaffolding and alignment
  • Focus on focal jobs – the journey of technology use from learning management systems to integrated career and talent managment
  • Hints and tips

Evidence for change

We are pleased to include this interview in our Evidence for Change programme .IBM’s focus on delivering value by aligning learning to business shines through in Bert’s discussion regarding the restructuring of their Global Sales School last year which addresses skills for both new and experienced sales staff . The new programme  blended classroom, e-learning and on the job mentoring and job experience  with the following results:

  • The new programme was shorter, resulting in productivity gains by staff
  • Experiences staff delivered 26% more sales than other experienced colleagues who did not do the programme
  • Staff new to sales demonstrated  70% more sales than colleagues with similar backgrounds who did not participate.

Where to go for more information

Featured content

The Coaching Culture Story Revealed by Learner Intelligence

The Coaching Culture Story Revealed by Learner Intelligence

Qantas Airway, the flag carrier airline of Australia, is on a learning transformation journey.  Michelle Ockers, who recently partnered with Towards Maturity as an expert learning analyst, worked with Qantas as an independent strategic advisor in 2017.  She engaged Towards Maturity to help Qantas identify how they could create a modern and engaging learner experience.

Measuring the benefits of your communication and learning & development strategy

Measuring the benefits of your communication and learning & development strategy

Measuring the benefits of L&D and comms initiatives remains a challenge. Just one in eight learning and development professionals1 believe their organization measures the return on investment of learning programmes. Success can be measured either through quantitative measurement or qualitative change, but whatever approach is chosen, effective measurement is vital to ensure L&D and comms strategies are delivering on objectives and attract future investment.

Boost workforce development through microlearning

Boost workforce development through microlearning

Micro-learning delivers learning nuggets in easily digestible, bite-sized chunks. Learners can access micro-learning as they need it, on the job. Industry expert Josh Bersin describes micro-learning as an ‘amazing innovation’, explaining that microlearning platforms now let you manage the proliferation of video, assessment, and other small content objects with tools for curation, tracking, recommendations, and AI-based prescriptive learning”.

New research finds 54% of learning is still being conducted solely in the classroom – but change is needed for formal learning to remain effective

New research finds 54% of learning is still being conducted solely in the classroom – but change is needed for formal learning to remain effective

Towards Maturity delve deeper into the dichotomy L&D are facing between formal learning and the desire for increased accessibility and availability. Supported by ambassadors, Raytheon Professional Services, this brand new In Focus report uncovers new insight into the most effective ways to improve formal learning by exploring what successful organisations are doing differently.

Featured

The Coaching Culture Story Revealed by Learner Intelligence

The Coaching Culture Story Revealed by Learner Intelligence

Qantas Airway, the flag carrier airline of Australia, is on a learning transformation journey.  Michelle Ockers, who recently partnered with Towards Maturity as an expert learning analyst, worked with Qantas as an independent strategic advisor in 2017.  She engaged Towards Maturity to help Qantas identify how they could create a modern and engaging learner experience.

Measuring the benefits of your communication and learning & development strategy

Measuring the benefits of your communication and learning & development strategy

Measuring the benefits of L&D and comms initiatives remains a challenge. Just one in eight learning and development professionals1 believe their organization measures the return on investment of learning programmes. Success can be measured either through quantitative measurement or qualitative change, but whatever approach is chosen, effective measurement is vital to ensure L&D and comms strategies are delivering on objectives and attract future investment.

Boost workforce development through microlearning

Boost workforce development through microlearning

Micro-learning delivers learning nuggets in easily digestible, bite-sized chunks. Learners can access micro-learning as they need it, on the job. Industry expert Josh Bersin describes micro-learning as an ‘amazing innovation’, explaining that microlearning platforms now let you manage the proliferation of video, assessment, and other small content objects with tools for curation, tracking, recommendations, and AI-based prescriptive learning”.

Our Ambassadors

Our Supporters also influence Towards Maturity's Health Check and research, providing insights on future trends and practices that should be investigated.

Pin It on Pinterest