Traditional Change Management vs Change Enablement

by | Feb 17, 2020 | 5 min read, Employee Training, Most Recent, Sales Enablement

Traditional Change Management vs Change Enablement

Let’s face it, change is a necessary part of life. It may not be something we like, but it’s something we have to deal with, especially in business. Queue the traditional change management process…

In the past few decades, organizational change management has been a hot topic. What’s interesting is despite how much buzz there’s been around it, no one seems to know how to manage change. McKinsey & Company note that the failure rate of change management initiatives holds at around 70%. Today, the stakes are even higher because change is happening at an even more accelerated rate.

20 years ago, large organizations did a reorg every 7 years. Today, it’s happening every 7 months.

Couple that sheer speed with a 30% success rate and you can begin to understand the bigger picture. We’re changing quickly and we’re not being intentional about it – at least, not in the right ways. So how do we turn the tide? Is there a way to learn how to embrace change in an organization?

The first step in rewriting this story is shifting the change management jargon.

 

Change Management Process to Change Enablement Progress

It’s time to reset the way we talk about traditional change management and replace it with the phrase “change enablement.” By reframing the way we talk about change, we can get ahead of some of the fear and anxiety that comes with it.

For a lot of people, the term “management” implies that something is outside of their control and falls under someone else’s sphere of influence – and for most of us, a lack of control triggers anxiety.

So why use “enablement”? The word enablement, by definition, is the action of giving someone the authority or means to do something. Basically, it’s giving each person the power to influence change and own it. Instead of viewing change as something we have to manage, we’re shifting to view it as something we want to enable – it’s thinking about change as more of an opportunity than an obligation.

 

Change Management

Change Enablement
A small number of people are responsible for the change Everyone shares a mutual responsibility for the change
Top-down messaging about what’s changing and how it impacts employees Transparent, company-wide communication about why change is happening and why it’s exciting
Focus on what has to be done Focus on accelerating adoption

 

3 Steps to Change Enablement

To facilitate the shift from a change management process to change enablement, your program has to have the right infrastructure in place. Our recommendation is to follow the three-pronged approach: tools, training, and support.

Let’s take a closer look at the essentials of change management when it’s redefined as an enablement process.

 

Part One: Tools

The first piece of the puzzle is having the right tools. This one sounds simple but requires some real consideration. Think about what you may need from a logistical perspective to roll out the change and make sure everything is in place before you move forward.

  • Does your team need new software?
    • How many licenses or seats will you need?
    • How long will it take to download on their devices?
    • How much memory does it take up and is there enough on the devices?
  • Is your LMS equipped to support the change?
    • Do you have a community board for discussion about best practices or overcoming hurdles?
    • How will you share updates about the change? Instead of email, can you use a News or Notification feature on the LMS?
    • Does your LMS have a coaching component for observation and feedback?

Part Two: Training

When you’re rolling out a change, you need to think really intentionally about how you’re teaching about the new expectations, responsibilities, and norms. A couple of the big reasons why change management fails in organizations is a lack of buy-in and change battle fatigue — employees are tired of change and naturally resistant to it.

Training is a healthy, proactive step that prepares everyone for what’s to come and leads the organizational change from the front.

Share the What, Why, How, and When

Before you start building out your training, think long and hard on the following:

  • What is Changing?
  • Why is it Changing?
  • How is it Changing?
  • When is it Changing?

Use the answers to these questions as the underlying message for your entire training program. Begin with a live-action video that features some of your leadership team speaking candidly to the camera about the above. Transparency from the onset can help people trust that the change is well thought out, which in turn can decrease some of the change management challenges.

Then, set your team up for success by giving them training on any new technology you’re rolling out, how to use it, and any new expectations you have around their performance. Remember, the keyword in change enablement is enablement. You can’t expect employees to do it perfectly if you don’t show them how.

In any training you roll out, keep the focus on employees and keep the messaging centered on how they can influence the change.

Sustainment

Change doesn’t happen overnight, it takes time. Use sustainment to make sure you get there. If you aren’t already familiar with it, do a bit of reading on the Forgetting Curve to learn the “why” behind sustainment.

With sustainment, the focus should be on fun, engaging activities designed to help reinforce knowledge and practice key skills. Ask yourself: Does this topic lend itself well to a game? What about role plays, a huddle, or a simulation practice? Sustainment activities should empower your employees to be ambassadors for change with their peers. By demonstrating behaviors for their peers, you’re reinforcing their learning in action.

 

Part Three: Support

You can have all the best tools and training on the market, but your team needs to know who to go to when (not if) they have questions. Let’s face it, the best tools and training should prompt questions and spark some curiosity.

Online Support

As with any training program, it’s crucial to have a designated person or group to go to for support. You can use office hours, an email distro, or even a support number. Just make it easy to remember and easy to do. Sometimes, simply having a human that employees can connect with can help alleviate some of the fear that comes with change.

Manager Check-Ins

We also recommend weaving manager checkpoints into your change enablement program. In these check-ins, have the team members meet with their manager to ask any follow-up questions and to talk about how they’re instituting the change in their day-to-day jobs. Use targeted discussion questions and reflection activities housed in a companion workbook to help make sure these meetings are specific and valuable.

Like it or not, change is here to stay. And it’s not enough to simply react to change anymore. Instead, you have to teach people why the change matters, why it’s happening, and how it impacts them – not just what their new job responsibilities are. Empower them to take some ownership over the change themselves.

After all, what you’re really trying to do is enable change, not just manage it.

 

Unbox Change Enablement

Are you ready to transform your traditional change management process into a modern, change enablement solution?

Change (and planning for it) doesn’t have to be scary. Unboxed Training & Technology can help you enable change, today.

Call (888) 723-9770 and our team of experts will help you find the right change enablement training for your organization.

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3 Things to Consider for Voice Over in eLearning

by | Jun 18, 2019 | 5 min read, Employee Training, Most Recent

3 Things to Consider for Voice Over in eLearning

There’s a lot to consider when creating an effective eLearning course. Which platform do you want to use to build it? Does it need to be mobile responsive? What type of interactivity do you need? Do you need eLearning voice over? The list goes on and on.

When it comes to deciding if you should use eLearning voice over, consider what are the goals you want to achieve and if audio will enhance the learning experience. Voice over is an important element that can help your training feel inclusive and boost engagement and retention.

When you’re ready to think over whether or not you need voice over in your eLearning, consider the following.

 

1. Think About Accessibility

Arguably the most important piece of the puzzle is whether or not your training needs to be accessible.  If accessibility is a consideration, eLearning voice over is a must. Consider this, roughly 19 percent of the U.S. population has a disability according to the U.S. Census Bureau – that’s nearly 1 in 5 people.

That means, when you consider your workforce, you’ll want to take special care when developing your training to make sure it’s as effective and inclusive of different learning styles and needs as possible. Having narration or eLearning voice-over for learners who have vision loss or dyslexia can help ensure everyone has access to the training in a way that’s best for them. For this audience, the audio is exceptionally important because it could be the primary way they’ll consume the information.

Not just that, it’s also required by law in Section 508 of the Rehabilitation Act. Even though this law only applies to U.S. Federal Agencies, it is becoming a standard consideration across the L&D industry. So while creating accessible content entails a lot more than just adding audio, it is an important part of the process and one you can’t ignore.

 

2. Consider Modern Learning Trends

Today’s average learner consumes more information than ever before, using all sorts of technologies and platforms. (think curated news feeds,  AirPods, Google Assistants, etc.). But what does that mean for training?

Your training needs to cater to how the modern learner prefers to consume information.

Consider how many of your friends and colleagues listen to podcasts. How does that compare to the number who read newspapers or watch the news regularly? Chances are, podcasts are way more popular. Why is that?

The landscape is changing. The modern learner is tired of old school methods of consuming information. Instead, they prefer to multi-task and consume information on-the-go. By incorporating eLearning voice-over or narration, you’re catering to those who prefer to consume information by listening.

If you can, weave short podcasts or other engaging voice over into your eLearning to help it feel sleek, contemporary, and engaging. Your learners will be able to listen to the training during the morning commute or when they’re driving from site to site. It’ll be more efficient for their schedules, more effective, and much more memorable—and being memorable is how you boost retention.

 

3. Using eLearning Voice Over to Simplify the Complex

The last thing to consider is the complexity of the information you’re teaching. If you’re covering complicated topics or providing detailed directions, using audio can help to simplify and humanize your content.

Think about it. Would you rather read a long drawn-out paragraph about a complicated topic or would you prefer to hear it explained while looking at a visual? Reading long chunks of content is exhausting and the modern learner just isn’t going to do it.

Instead, consider creating a visual to convey part of the information and using voice over as an added layer of detail. It will seem a lot less daunting to your learners than a big paragraph and we guarantee, if the voice over is written well, it will boost retention.

The more ways you use to convey information, the more likely it is to stick.

Don’t believe us? Read this article about a study where learners were divided into groups: those who watched a silent animation, then heard the narration, those who heard the narration, then watched the animation and those who watched both at the same time. As you can imagine,  the group who did both simultaneously did best.

Is accessibility important in your training? Do you need your training to be easy to access on-the-go? Do you need to convey complex information? If you answered “yes” to any of these questions, eLearning voice over is a must.

Need help strategizing or building the training itself? We can help. With over a decade of experience, we can help identify the perfect blend of modalities for your training needs. We even have relationships with professional voice over artists who can bring your content to life. Give us a call!

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Video Challenges for Sales Teams: Uncover the Possibilities

by | May 8, 2019 | 3 min read, Most Recent, Sales Training, Video

Video Challenges for Sales Teams: Uncover the Possibilities

When an organization rolls out a new product, it can take a while for the sales team to get on board. Even if they’re excited about the product itself, learning another set of features, benefits, and messaging can feel like just another thing they don’t have time for.

So, what can you do to increase speed to competency and drive excitement for a new product?

Recently, Unboxed partnered with a pharmaceutical organization rolling out a new product at a nation-wide launch. They’d been working hard for months to build marketing collateral and training to support the sales team, and they were looking to do something special to increase excitement and sustain learning beyond the launch event. They needed a creative way to prove that the sales team could execute what they’d learned in the intensive in-person and online training.

Together, we landed on what we called a “Show What You Know” video challenge. The goal was to engage the sales team’s naturally competitive drive by giving them a chance to show what they knew in a public setting—and get rewarded for it.

Here’s how it would work:

1. Learners would record a video of themselves demonstrating the training techniques they learned during training.

2. Learners would upload their best pitch to the training portal (LMS).

3. Training leaders would review each video, selecting the best pitches to share live on the portal, and sharing feedback with those that need improvement.

4. Learners would earn coins and accolades from peers and leaders.

Prior to rolling out “Show What You Know”, we created a dedicated space for the challenge inside the learning portal and even released a hype video to explain the video challenge.

Upon implementation, we saw high rates of engagement from the start, but the results were what was most surprising. The training team found that no one, not even the top performers on the sales team, was able to execute on all of the required messaging they’d learned in training. These results uncovered gaps in the training and gave leaders an opportunity to directly address those gaps, provide more practice sessions, and continue moving the team toward excellence.

As a bonus, we spliced together highlights from the best-uploaded videos to emphasize key skill areas. We bookended the videos with a skills overview, giving learners several examples of what good looks like so they could continue to practice. The challenge was a great success.

We gathered a few key takeaways from “Show What You Know”  that you may be able to apply to your own program:

• Learners may know less than they think they do. Going into the challenge, most learners reported being confident with the new product info they had learned in training. The video challenge revealed what we know to be true: that knowledge acquisition is entirely different than practical application.

• Learners love learning from their peers. After the challenge, releasing the spliced videos allowed learners to see several examples of how they could implement key skills and build a more natural approach to their sales pitch. Because these examples were from their peers, they felt authentic, relevant, and timely.

• Sustainment is key. Be strategic about when to roll out a post-training challenge. Gather your initial results, and continue to refine as you go in order to have the most impact.

Have questions about your own sustainment plan?

Need a sustainment strategy that will allow your team to identify learning gaps? Contact Unboxed today for a strategy that works for your learners.

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Is Product Recommendation Software Right for You?

by | Apr 2, 2019 | 7 min read, Most Recent, Sales Enablement, Sales Training

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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The 3 Most Impactful Sales Enablement Trends for 2019

by | Nov 29, 2018 | Most Recent, Sales Enablement

The sales enablement sector experienced unprecedented growth in 2018. More organizations than ever before leveraged technology to provide sales reps the content, data, and tools they need to engage buyers at every stage of the sales cycle.

As a testament to that growth, most sales organizations now have dedicated sales enablement teams, or have plans in the works to create one soon. Clearly, sales organizations have come to appreciate the value that sales enablement solutions can offer, particularly in decreasing the length of the sales cycle and increasing pipeline opportunities.

But as fast as the industry is changing, there’s still room to refine and create new solutions that solve common problems and help sales reps reach their full potential.

So, what will the top sales enablement trends be for 2019? Here’s our take.

1. Emphasis on learning and coaching

Based on a comprehensive survey done by Quark software, Sales Learning and Coaching Platforms is one of “the top two investment priorities [of sales organizations] over the next 12 months.” This may come as a surprise to others, but it wasn’t a surprise to us here at Unboxed.

In our 10+ years working with sales organizations, we’ve seen across the board that training is the most overlooked part of sales enablement. What good is having the right content and tools if you’re presentation misses the mark or you haven’t learned to effectively communicate with your prospect and ask for the sale?

As one of our top sales enablement trends in 2019, we demand and expect deeper integration of learning and coaching tools into existing sales enablement platforms. Inadequate or ineffective training leads to increased turnover, slower ramp time, and fewer sales, and your organization can’t afford to ignore the data any longer. Gryphon Sales Intelligence describes it this way:

“According to a recent survey, 84% of all sales training is lost after 90 days. This is majorly due to the lack of information retention among sales personnel. This highlights the need for refresher training from time to time along with effective sales training.”

 

2019 sales enablement trends - learning and coaching

If your organization doesn’t have a strategy for ongoing sustainment and continuous learning, you’re falling behind the curve. Look for a solution that integrates with your other sales enablement tools, ideally a one-stop shop with seamless access to training that gets pushed out over time and can be completed on-the-go.
And don’t stop there. For sales teams to reach their full potential, your solution must also give sales leaders and managers the ability to easily and consistently coach their teams to success.

2. Seamless access to important content—finally!

Sales reps lose up to 26 hours a month just searching for, editing, and managing content. Although sales content and asset management platforms have made it easier to organize marketing content and collateral, sales reps still struggle.

Most sale reps says they store content in 3-6 different locations, sometimes even up to 10. Many of those locations aren’t accessible to the marketing team for quality control and easily become outdated, and so the story goes.

 

2019 sales enablement trends - content management

Since this problem is still so prevalent, sales enablement software must reimagine the solution in 2019. Adding yet another location to stash the content won’t cut it, but creating a hub that helps you seamlessly organize and integrate content from a variety of sources will. Expect to see solutions that bring together content from disjointed platforms into one centralized location.

Let’s give reps back those 312 hours in 2019.

3. New ways to leverage artificial intelligence

Artificial intelligence has the potential to make a huge impact on sales teams, which is why it’s on our list of sales enablement trends to watch in 2019. Early adopter sales organizations are already reaping the benefits:

  • Sales reps save significant time through automated prospecting assistance.
  • Analyzing and prioritizing leads is easier than ever before.
  • AI-powered customer service guides buyers to the right solution more quickly.

The time savings are inarguable, but the rise of AI has other effects as well. AI increases the value of human skills that can’t be replicated by a machine. Skills like influence, empathy, and ability to gain trust.

 

2019 sales enablement trends - artificial intelligence

But what if you could use AI to help reps hone those critical human skills? In 2019, we’re introducing AI-powered roleplay that analyzes facial expressions to provide insight into the real emotional responses of an audience. We’re incredibly excited about the potential of this tool and thrilled with the early results we’ve seen from test cases. Sign up here to be included in our big announcement in Q1.

What sales enablement trends will you watch in 2019?

How will your sales enablement strategies evolve in the coming year? We’d love to hear your thoughts!

Leave us a comment below or contact us to see how can support your sales enablement goals.