How to Avoid Immersive Learning Pitfalls

Immersive training (augmented and virtual reality) is changing fast. It wasn’t long ago that most people thought of these mediums as sparsely- and strictly-used by gamers and tech geeks. Times have changed. Video games, marketing, training, movies, TV shows… you name it and you can probably access some form of it in AR/VR.

It may be the flashy new thing, but we’re starting to see real benefits from immersive learning. According to a recent study that compared mobile VR learning to reading a text document, when tested on learning objectives, learners who used VR scored an average of 94.5, while those who learned using the text document scored an 87.

Still, as with all fairly new technologies, AR/VR are not without pitfalls. We’ve seen that plenty want to use this tech primarily because it’s trendy – and they move to incorporate it without proper planning.

Let’s look at some of the most common immersive training pitfalls to ensure your use of this tech adds value from a learning perspective.

 

Lack of Measurement

Pitfall:

AR/VR by itself doesn’t typically contain a way to measure success or learning outcomes. Unless the software is built by a training company with analytics in mind, success and learning outcomes are probably an afterthought.

The measurement of learning outcomes is critical for any training technology. Without that measurability, it’s extremely difficult to calculate ROI, determine where learners are struggling and succeeding, or provide constructive feedback.

How to Avoid:

Before opting-in to immersive learning, put a measurement strategy in place. Start with the end in mind. Before you can begin building an immersive training experience, how will you know if it’s successful? One way is by having a training technology company build the software from the ground up with the end-goal of outcome collection and measurement as a requirement.

For example, we can measure if learners’ behavior changed and see if training had a measurable impact on performance by looking at qualitative data (like interviews) and quantitative data (customer satisfaction, sales metrics, etc.) With immersive learning, scenarios and environments can be built requiring specific behaviors to satisfy virtual customers, make virtual sales, or accomplish any other goal.

Then, to measure ROI, simply compare upfront development cost to the training’s impact on behavior change and performance.

 

It’s All the Rage!

Pitfall:

Make no mistake about it, AR/VR is cool and trendy. That’s reason enough for many to want to include it in their training repertoire. The fact that it just happens to be awesome technology isn’t the pitfall – the urge to use it solely because it’s cool.

How to Avoid:

If you want to build an AR/VR experience, ensure you have learning objectives that are best accomplished via immersive learning. Could you do the same thing in a video or eLearning? If you could, maybe immersive training isn’t your best option.

How can you determine if your learning objectives are well-suited to AR/VR?

Do you have something that needs to be seen or demonstrated without your learner being there?

Maybe you’re training pilots while they’re spread across multiple cities without access to the same type of aircraft. Or perhaps you need to show workers in different parts of the country a process that’s used in a single factory so they can replicate it.

These examples lend themselves well to immersive learning because your learners are spread out and it’s incredibly costly to bring them all together. Save time and money by having them learn together virtually instead.

Need to learn something dangerous, risky, or particularly stressful?

Performing surgery or mixing chemicals in the making of medicines are two examples that could be taught and practiced through AR/VR with all of the learning benefit and none of the physical risk.

Immersive training allows for safe practice and exposure to situations that would be too dangerous otherwise.

Perhaps your workforce is spread far and wide, yet they need to collaborate to learn best.

How about a team that needs to work together to solve a problem? Maybe a team that needs to disassemble a jet engine and each have certain parts to dissect and fix.

In the factory, a team has to work on an assembly line to improve efficiency. With immersive training, learners could experience the same environment, while physically in different places, and practice virtually.

This is also applicable for a disperse sales team . Immersive learning can help these teams collaborate and learn from their counterparts in a real-world scenario, no matter where they are.

The ability to learn and work collaboratively without having to be physically together or even having all of the requisite physical equipment is a training dream brought to life by AR/VR.

 

Hardware?

Pitfall:

Though the cool software is what really makes immersive learning, this training modality requires some pretty particular hardware. Getting too excited and investing in software is all for nothing if you don’t figure out the hardware first.

How to Avoid:

Make sure you have a plan for equipment in place prior to launch. Much of that equipment is rapidly changing, so what do you need – and how much? In general, the price of AR/VR hardware is coming down, but did you factor that into the money you’ll have to spend? Where can you get it? Will it work right for what you want to accomplish? There is an ever-growing number of options in the industry.

It’s okay if you don’t know where to begin. When designing an immersive experience partnering with an expert can help you consider which, and how much, hardware you’ll support. Plan first – buy second.

Immersive learning can enhance your training by making it more efficient… if you can avoid the pitfalls. At the rate this technology is emerging, now’s the time to start exploring its potential. Depending on your needs, it could change the way your learners learn for the better.

 

As with other newly emerging technologies, AR/VR may seem overwhelming at its face. Work with a trusted partner who can help you maximize the benefits of this modality and ease your mind.

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How To Combat The Forgetting Curve

How many times have you focused really hard in an effort to learn something once just to forget it later on? For most of us, it’s a regular occurrence. Over time, memories fade. Good memories, bad memories, important memories…all of them. That doesn’t mean we forget everything entirely – just that the details become fuzzy. If those details are important, that could be a serious problem.

The forgetting curve is a hypothesis that attempts to illustrate the loss of memory over time with no attempt to retain it. The idea began in the 1880s when Hermann Ebbinghaus conducted a study on himself. He tried to memorize patterns of syllables and then tested his memory of those syllables repeatedly over time. What he found after graphing his results is now commonly known as the Forgetting Curve.

After his study, Ebbinghaus surmised that humans lose ~50% of newly learned knowledge in a matter of days without continuous review. You’re wasting your time training and learning just so you can forget half of it. Try remembering that information weeks or months later and you’d be lucky to remember 10-25% of it.

The best way to combat the forgetting curve is by spending time on retention and reinforcement. Remembering the knowledge learned from one-time trainings is difficult. But when it comes to business, forgetting is costly. One-time trainings cost a lot, and if your learners aren’t retaining what they learned, that money was for nothing. Reviewing material regularly greatly helps reduce forgetfulness and saves money for your organization.

 

Blended Learning and Sustainment

 

increasing employee training with reinforcement training 2

 

Refresher training adds to the concept of blended learning. Your learners retain information and knowledge better and for longer if they’re taught through a mixture of learning methods. That could be combining eLearning with face-to-face for instance.

Every learner has a unique learning style. By blending your training approach, you have a better chance of catering to the needs of each of your learners.

It’s not only about the learners, though. Blended learning benefits the teacher, too. New, different training modalities are often more affordable and require less time than older ones. Students are often more engaged, and you’ll be more able to provide accurate feedback. Blended learning also allows teachers to focus on motivating learners towards deeper learning.

With regards to memory, a learner is far more likely to pay attention to and remember information when they’re interested and focused. Varying training modalities increases the odds that your learners will find it interesting.

 

What Makes for Ideal Refresher Training?

There are certain traits that make for successful refresher training:

• Quick
Learners are busy. Sustainment training options need to be speedy, valuable, and allow learners to practice with minimal disruption. 

• Compelling and Clear
Training options should be fun and interactive while keeping language clear and concise to simplify complex concepts.

• Contextual
Refresher training has to fit with your learners’ experiences and be relevant to their day-to-day jobs. That can only be accomplished with an understanding of your learners and what they do and then catering to their real-world experiences.

 

The Case for Shorter Event-Based Trainings

 

increasing employee training with reinforcement training 3

 

Event-based trainings are still very popular among many companies and rightfully so. Instructor-led trainings have their place in unifying a team, sharing a consistent message, and sometimes forcing your employees not to be distracted when sharing vital information.

However, we’ve seen that if you reduce your two-day training down to one-day and use the saved expenses for pre-work and post-event refreshers, your message will be stickier and have more of an impact on learners.

Consider the following illustration we mocked up for one of our clients to visualize the potential savings gained from shortening, blending, and making your training virtual – all-the-while adding reinforcement and the ability to reuse and scale!

The results, in this case, were significant. This company saw a similar satisfaction score from transitioning their previous event-based training to virtual instructor-led training and better yet, they were able to prove ROI with knowledge checks and quizzes.

 

Refresher Training Options

Today, blended learning options that combat the conundrum of forgetfulness are as diverse as your learners. Here are a few sustainment options that should be considered in your training curriculum:

• Interactive Presentations
Interactive presentations act as two tools in one. Learners are able to reinforce knowledge and visualize complex products and services (ex. the difference between internet speeds) by using interactive modules. These presentations can also switch to a “Perform” mode to be used and shared with prospects or clients. Robust reporting measures all user activity so managers can provide guidance for their learners.

• Huddles
Huddles are in-person refresher training that drives retention by using fast-paced, hands-on activities. Facilitators lead Huddles to help employees review specific learning objectives, practice skills and behaviors, and get feedback on the spot. They’re also super easy to facilitate as each one comes with a playbook providing step-by-step instructions on how to prepare for and run a Huddle.

• Games
Studies show that games train the brain by engaging with social and competitive elements. These elements heighten attention, sustain focus, and drive action. And let’s be real, they’re fun. The results speak for themselves:

• 3x increase in training material interactions
• 64% improvement in knowledge from beginning to end of a game Plain and simple, training for one day a year does not work.

Don’t waste your money and time on training that won’t be remembered a week later. It’s time to give your learners valuable refreshers in the flow of their work and for you to stop hitting your head against a wall wondering why skills are not improving and behaviors are not changing.

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Is Product Recommendation Software Right for You?

Forbes reports that 57% of sales reps missed their quota last year. While that statistic is alarming, the critical question that managers need to ask is why. Why aren’t reps knocking every single sale out of the park? Sales can be an area of high turnover, so maybe they’re not all up to speed, they’re struggling with product positioning, or they aren’t strong at interpreting and identifying the needs of a customer. Sales managers want their reps to hit more home runs – and product recommendation software is a big bat.

If you don’t have great selling aids, it’s time to consider what benefits come with the use of a guided selling tool. It enables new sales reps to get up to speed more quickly, helps reps keep their messaging consistent, and ultimately leads to the right recommendation for your customers. Think of your best salesperson. A guided selling tool basically lets you clone that person and have them in the sales conversation with all of your reps.

Product Recommendation Software, like all tools, is designed to help you achieve what would otherwise be much harder without the assistance – so much so that we’ve seen close rates increase by 40% when product recommendation software has been used.

 

So, What is Product Recommendation Software?

Before considering what to look for, it’s important that you understand exactly what product recommendation software is. In short, it’s a software application that enables reps to deliver excellent sales experiences and recommendations through a conditional, needs-based assessment. With this software’s help, reps are better able to guide customers and generate trust and confidence.

Benefits of guided selling:

  • Onboards reps faster
  • Increases sales productivity
  • Engages buyers with an interactive buying experience
  • Delivers an accurate and highly-personalized buyer experience with real-time leave behinds
  • Replicates and automates what works for top performers

Product recommendation is an art that enables the asking of intelligent questions and then uses customer response to drive recommendations and guided up-sell and cross-sell opportunities. Isn’t that what any customer and sales rep would want?

 

9 Essential Considerations

Now that you see the problem and understand a potential solution, you’re on to something. Here are some considerations for you before adding product recommendation to your toolbox:

 

WHY YOU MIGHT WANT IT WHY YOU MIGHT NOT

SHORTEN TRAINING TIME

Product Recommendation Software allows your reps to get up to speed more quickly because they have a tool to help them and because that tool doubles as a training aid.

INCONSISTENT MESSAGING

If you have a brand-new team still looking to establish itself and figure out what works, you’re messaging might not be consistent enough, yet.

ACCURATE PRODUCT RECOMMENDATIONS

If your reps are using a tool that has the correct information, they’re far less likely to make a wrong recommendation.

DON’T KNOW WHAT WORKS

If you haven’t figured out your “special sauce” yet, it’s difficult to scale what works. It helps to figure out sells within your organization as a foundation before incorporating this software.

BUYER-LED JOURNEY

Potential buyers can interact with the tool and feel ownership of the process – leading them to feel less “sold to” and reducing the chances of an incorrect recommendation.

LACK OF INFRASTRUCTURE

Perhaps you don’t have the infrastructure to capitalize on the rich data insights Product Recommendation Software can provide. If you can’t harness the full functionality of the tool, it might not be worth it for your organization.

CUSTOMER EXPERIENCE

Product Recommendation Software has the ability to delight customers by providing an interactive experience and better recommendations.

REDUCE FOLLOW-UP TIME

You can send follow-up communications immediately either during or after a meeting to keep the pipeline moving and keep your reps selling.

ENGAGE MORE PROSPECTS

With shorter, more precise sales meetings, your reps are more available.

 

Does This Sound Like Something That’s Right for You

We’re not talking about a CRM or refresher training. We’re talking about focusing on your customers, their experience, their trust, and ultimately – their purchase.

If you’re looking for a sales aid that’s consistent, up-to-date, personalized, digital, mobile, and has shown consistent results like 60% increase in YOY sales and 40% increase in rep productivity, then using product recommendation software could be a solution for your company.

Give your customers exactly what they want at the right price—without second-guessing your product recommendations or quotes.

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State of the Modern Learner

Welcome to 2019 – a time when people expect to be entertained. Why should their training be any different? Think about it, according to The Game Agency, on average we consume nearly 11 hours of media each day and shift our attention between our smartphones, tablets, and computers 21 times every hour. With that in mind, it makes sense that your training should grab your learners’ attention quickly, hold it long enough to make an impact, and above all else, be so entertaining that they want and enjoy it – even with seemingly infinite media options at their fingertips.

Distracted… but Want to Learn

Who are these modern learners that are overwhelmed with entertainment choices all throughout the day? They’re consuming information in shorter, more personalized, more engaging ways. When seeking new information, they’re likely to Google something or check out a video on YouTube, but that’s typically done with the intention of using that information right away. What if the knowledge needs to be retained for an extended period of time? Consider, 50% of information is forgotten within one hour without some type of reinforcement training.

 

State of the Modern Learner graph

They also have short attention spans, crave instant gratification, and are distracted – but not too distracted to want to learn. According to Learnkit, 53% of employees feel they could do their job better if they had better training and per Intercall 47% want the freedom to complete that training at their own pace. It follows that in order for training to make sense for the naturally distracted lifestyle of the modern learner, it has to be:

  • High quality
  • Efficient
  • Personalized
  • Available on demand

Competing for Attention

So, when it seems everyone is fighting for the modern learner’s attention, how do we train? With so much time already spent looking at screens, what if you could reach your learners through any and all of their devices? Better yet, what if you could use those devices to teach them while simultaneously entertaining and delighting them? Good news: you can – and you should.

Fun and Games!

For the greatest impact, ensure that your training includes gamification and games that:

  • Transmit information simply
  • Grab your learner’s attention
  • Keeps them engaged
  • And perhaps above all else, helps them reinforce and retain what they’ve learned

Games not only provide an engaging learning experience that can change behaviors and improves comprehension, but thanks to the fun they provide, learners often want to continue learning and thereby reinforce their training.

Secondly, games provide a competitive element that drives action, sustains focus, and heightens attention. Consider these statistics:

  • The average learner will play a game three times during training.
  • On average, they will experience a 64% increase in knowledge from the beginning to the end of a game.
  • Each gameplay session lasts an average of six minutes.

Lastly, training with games provides you with robust reporting and analytics capabilities. Each game can be used to collect player data to help you identify knowledge gaps – thereby enabling you to rework training content to maximize effectiveness.

In short

Modern learners have minimal time to devote to training. They’re working from several locations and expect to access information on-demand. Luckily for them, games are a form of micro-learning that provide quick, compelling training that can be accessed anywhere, anytime. This form of training is ideal for the modern learner’s short attention span as the information taught is bite-sized and easy-to-digest. And when people are entertained, they focus and retain information more easily.

Additionally, if an experience is enjoyable, people naturally return for more. Training so good that it compels a return visit increases the odds of retention (and the amount of information that can be retained) – and that’s exactly what the distracted, modern learner needs in 2019.

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