Session Lessons: Global Blending
October 01, 2008
F5 Networks blends instructor-led training, synchronous and asynchronous forms of e-learning, and a content management system to bolster worldwide sales training.
By Elizabeth Israel
Ensuring that a worldwide sales force receives and has timely access to information with practical, immediate application is no easy task. In today’s business environment, taking a "onesize-fits-all" approach to learning is less and less realistic. The answer at F5 Networks, a global high-technology company based in Seattle, WA, was to implement a blended learning approach.
Our goal is to have many different learning experiences available for a team that’s short on time. They often need immediate information to influence a sale. To achieve this, we chose methods that include instructor-led training (ILT), synchronous and asynchronous forms of e-learning, and a content management system.
Instructor-Led Training (ILT)
All new sales team members attend a three-day training experience. This quarterly face-to-face training event at the Seattle headquarters is an opportunity to network with colleagues from all over the world. New sales staff learn about the various F5 solutions and apply their knowledge through discussions and role-play scenarios. In addition to the new-hire event, system engineers attend a one-day class that provides a "day-in-the-life" model of their job. Instructor-led sessions are also part of the annual sales conference, where all sales employees, both sales and technical, attend experiential workshops.
Synchronous Learning (Distance Education)
We use Microsoft LiveMeeting and conference calls to support synchronous learning. Monthly one-hour calls with the field update solution and product launch information. These also deliver in-depth sales training focused on increasing sales and company revenue. In addition, we offer topical, just-in-time training series for the field employees. Subject matter experts from the field provide the information. These sessions provide a call to action and competitive challenges for the sales reps.
Web-Based Training
Sales reps in the field use asynchronous e-learning modules for independent individual study. These modules include audio, video, self-assessment, and interactive activities. The modules incorporate links to demonstrations, best practices, and customer case studies. We use Articulate Studio, Camtasia, and Captivate to develop this training, and we make materials available worldwide via the Web.
Content Management System
Our content management system arms the sales team with accurate and up-to-the-minute information. This system archives and catalogs sales assets to make them easy to retrieve. It also provides links to marketing and sales training materials. The principle of “collective genius” fosters collaboration with peers. We have found this approach drives productive sales conversations based upon the sales solution. The content management system enables the sales team to find presentations it can modify to fit a given customer situation, or to easily create new presentations for specific engagements.
The Bottom Line
For F5, blended learning is not the latest catch phrase but rather a reality. In six months' time, we have increased the instructional programming for the sales team by 50 percent while providing just-in-time learning to our far-flung employees.
Elizabeth Israel is an instructional designer in the Sales Readiness organization of Seattle, WA-based F5 Networks.
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