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As a managing partner with Janek Performance Group, Nick Kane has trained thousands of sales professionals worldwide. His passion is helping sales professionals elevate their skills and careers—and in turn, their lives. He is co-author of the book Critical Selling and a regular contributor for Training Industry and Selling Power.

Nick Kane

With countless sales teams working virtually, many managers find themselves away from their teams, but they still are expected to lead with the same level of effectiveness.

5 Ways to Be an Effective Sales Manager

Dovetailing neatly with the crowd sourced learning trend discussed in last week’s post, The Wisdom of the Crowd, is the concept of massive open online courses (MOOCs). Again, this was a huge trend in 2012, but if you’re not aware of them, MOOCs are a type of online course aimed at large scale participation and open access via the Internet.The roots of MOOCs lie in distance learning, and they initially took hold in further education. Again, the United States has seen commercial models emerge from the likes of Coursera and Udacity. Meanwhile the concept has spread to the UK. For example, JISC has funded the Open Learning Design Studio’s MOOC (OLDS MOOC) on “Learning Design for a 21st Century Curriculum,” which began in early January 2013. Collaboration is keyThe open nature of these courses means there are likely to be large numbers of learners and subject matter experts involved. This affects the instructional design. Everyone on this type of course needs to be able to connect and collaborate with each other to make it work. Crowd-sourced interactions, peer reviews, and group discussion all suddenly become more than a nice to have—they are now of fundamental importance to the structure of the course and the learning experience.Indeed, collaboration is a major key for success, whether that’s in terms of feedback and debate between learners, or in the development of the course material itself. In this scenario, learners will need to become more connected and collaborative than ever before.Don Taylor, chairman of the Learning and Performance Institute, recently wrote about the relevance of MOOCs to those of us involved in workplace learning and development: “MOOCs are a symptom of something larger—the seismic shifts that are taking place in our profession. In a few years’ time you may be asked to justify your training course against one provided by Harvard, by a local college in Hyderabad and by an online training company in Singapore. You’d bet start preparing your answer now.”Different types of MOOCsNew variations of MOOCs are now even starting to appear. A blog post by Martin Lugton describes the differences this way: xMOOCs include discussion forums, and allow people to bounce ideas around and discuss learning together, but the centre of the course is still the instructor-guided lesson. cMOOCs, on the other hand, are based on a connectivist approach in which learners set their own learning goals and types of engagement.But it is the cost of MOOCs and the crowd sourcing of content that can provide corporate organizations with the means to create enough cost-effective, regular material to truly democratise learning. The combination of a collaborative ethos and easy-to-use technology for authoring and publishing content can be realised in the model that my business partner, Martin Belton, has termed a mini-MOOC.  This might sound like an oxymoron, but in practice could really work as it’s not its size that matters.A mini-MOOC can be executed primarily in two different ways. The first is organisations within a particular industry work together to create an online course on an area that is currently affecting their industry. If several training managers, for example, can collaborate to create relevant content in the first place and share it via a single platform, it taps into a collective wisdom that can then be shared across an entire industry. This leverages a broader bank of knowledge than individual organisations would normally have access to—not to mention the potential cost savings.Internal MOOCs: where L&D steps inThe flip side of this is an internal model. This comes back to breaking down those corporate silos and getting the best information out of your best people, then using it to help others. . For example, if there is a need to improve sales training, the L&D team work with the high flying sales people internally and get them to contribute to the development of a mini-MOOC. Their contributions could be in the form of recorded interviews, or input into forums and learner feedback that can be used to form part of an online sales course that can also include e-learning and assessments.This not only taps into tacit knowledge that might otherwise never leave those sales people’s heads, but helps create genuinely valuable learning resources and a single course that becomes the de facto standard for sales across that organisation. The L&D team is at the heart of this process, facilitating the collaboration, supporting the creation of user generated content, managing the inputs, and distributing the outputs.

To MOOC or Not to MOOC, That Is the Question

We are fortunate to work with some of the leading facilitators in the worldwide talent development community. Our facilitators bring a wealth of experience and insight to their classrooms. We’re spotlighting their stories here.Meet Jonathan Halls!Jonathan is the award-winning author of Confessions of a Corporate Trainer and bestselling author of Rapid Video Development for Trainers.What is your favorite motivational quote?It changes every week but at the moment I like this one from Carl Rogers: “I can’t teach you anything but I can help you learn.” It emphasizes that our role is to partner with learners.How many years have you been a facilitator? Did you find the career path, or did it find you?I like to say I’ve been a facilitator for more than 10 years and that’s not lying. But, errr, I’ve been doing it for more than 30 years. I’m a bit unusual in that I’m not an accidental trainer. I always intended to be a trainer due to the influence of a mentor in my teenage years. In fact, I was teaching broadcasting skills in my teens, so I was geeking out on andragogy and adult learning skills before I left high school.What is something you wish you knew before becoming a facilitator?I wish I realized that being a polished trainer with nice slide decks and well-formatted handouts isn’t necessarily learner-centric. My bachelor’s and master’s degrees are in adult learning so I knew all the theories from Knowles to Rogers to Freire. But knowing them and practicing them are different. What took me years to learn was that the key is trusting the learner and all the knowledge, skills, and intentions they bring to the learning experience.What is your go-to facilitation tool?Questions are my number 1 tool, partly because they’re easier to carry than trainer toys and laptops and projectors. But mostly because when a trainer asks questions, it unlocks the learner’s long-term memory to help them build new mental models for cognitive and psychomotor learning. That’s not all–questions also provide dignity. When we ask questions, we show that we value and honor the learner’s perspective and trust their capacity to learn. And we get to learn from them too.How has hybrid learning changed how you facilitate?Not a whole lot. Our job is still to help learners build their skills. I think it’s more important to focus on trusting the learner to learn than being polished with technology. And I’m not a luddite. Hybrid situations still require the learner to do the work. It’s less about what we do than what the learner does.What is your best piece of advice for anyone looking to become a facilitator?Study how the learner builds their learning and reflect on what your role as a trainer is in helping them do that learning. Ask yourself, do I really need to present? To talk? Have cool slide decks? Or do the learners need to be doing stuff? Then grab a glass of your favorite wine, sit back, gaze into the distance, and marvel at the incredible capacity humans have to learn.What is your favorite part about being a facilitator?It’s the privilege we have to partner with folks as they walk on their learning journey. It’s truly awesome and it teaches us so much about life, other people, and ourselves. I love connecting all that to organizational performance, which is about helping people learn new skills, gain confidence, and help their organizations thrive. It’s an awesome part of the job.What is your favorite song these days, the last great book you read, or your favorite hobby outside of work?I’m a classical music buff and like some jazz. I know this sounds really nerdy but every month I get hooked on different composers. This month I’m reveling in Mozart piano concertos because of their incredible precision and light touch, especially Piano Concerto No. 21.How have your facilitation skills and training aided you in other aspects of your personal or professional life?Gee, where do I start and where do I stop? They help me understand people. They help me be patient (well some of the time). They help me know when to shut up. Most of all they teach me about other people and all they bring into our lives.

“It’s more important to focus on trusting the learner to learn than being polished with technology.”

One of the unique products to emerge in an increasingly crowded field of social tools is Pinterest, a fun combination of social bookmarking, images, commenting, and public sharing.  It’s a great place for connecting with and sharing resources for your own professional development.But that doesn’t mean everyone is ready—or knows how—to use Pinterest. Here is some help.Lead them to waterI’ve been dealing with introducing new techs and tools for a long time now.  The best way I’ve found of encouraging acceptance and use is introducing a tool at the moment it will solve someone’s problem. A lot there depends on serendipity and hearing opportunity when it knocks. And one of the easiest ways to teach people to use (and like) a tool is to give them something fun to do with it.I’ve tricked (er, I mean led) lots of people to Pinterest by asking them to share photos of their favorite holiday decorations (even better if they tell a short story with it).  We’ve even developed a few Pinterest traditions, including the fabulous annual collaborative Ultimate Holiday Gift Guide . I hadn’t intended to do it this year, but demand from people on Twitter I don’t even know prompted me to again host the Thanksgiving Gallery of Hand Turkeys. Some 42 people contributed, from age 5 up, individually and as families, and some from other countries where they don’t even celebrate Thanksgiving. Is it silly? Sure. But it builds connection and community, and it is fun. More important, it helps people understand and use the tool. And when I ask some of them later to find and share an image they’d include on a virtual tour of their workplace, well, they’ll already know how to do that. Now, here are some ideas for L&D practitioners looking for ways to incorporate Pinterest into practice. Collaborative bookmarkingCheck out this collaborative board from Tracy Parish. She invited industry friends to pin their suggestions for good books about instructional design. Most include a comment from the pinner about why they chose it, and link directly to Amazon so they can be purchased.  Note the number of comments, including some from authors of the books pinned. Building a narrative/backchannel learningI recently attended the pilot of Mike Rohde’s new Sketchnote Workshop.  While I tweeted it, as usual, I realized the visual nature of it might be better suited to Pinterest.I began documenting my day and uploading photos and comments as we switched activities or shared what we were doing. It built a nice narrative of the day and offered a place for quick conversation.  This also supported backchannel learning for colleagues who were unable to attend the workshop. A friend, intrigued by the tweets, visited the Pinterest board and ended up sketchnoting the meeting she was in that day. She’s now bringing Mike in to deliver the workshop for the Atlanta ASTD chapter (February 11: check back on the chapter’s event page for details coming soon).Board: My Day at Mike Rohde’s Pilot of His New Sketchnote WorkshopVirtual field trips Offer tours of facilities to new hires; tours of your training center to first-time visitors; tours of a conference site. You can use these for recruiting to show potential hires how the workplace looks, such as pictures of areas where defibrillators are installed. You might include pictures of company extras; a friend who’s worked at a local big company for years didn’t know there was a meditation garden until I posted a photo of it.Overview of topic or area of interest and handout replacementAlthough I’ve been offering it in webinar format for years, my “Tips for the Positive Deviant” session suddenly caught fire last May. There was so much interest in it I finally set up a Pinterest board with highlights and key points from the session, additional resources with links for easy access, and a link to the ASTD webinar recording. This also serves as a much more robust takeaway than a copy of my slides or other usual event handout.Prework or snapshot of planned conversationAs one of the moderators of the weekly Twitter-based #lrnchat sessions, I often see the problem of having a chat catch someone’s eye after it’s underway. They want to join in, but they are coming into the conversation late, sometimes to a topic that’s a bit esoteric. Or—and I’m guilty too—they didn’t read an article we suggested for prereading. So, we’ve started using a Pinterest board to support some of these chats. Participants can check in quickly and get an overview of the topic—just the gist of it, sometimes, but enough to help them participate more fully. Here’s one we created to support a #lrnchat conversation focused on our own beliefs and metaphors about learning and teaching, and what those beliefs mean to one’s practice.Course resources and supportAssistant Professor Steven Bickmore uses Pinterests boards to create reading lists for each of his courses.  They’re easy to update, more enticing than a list of typed titles, and available for the rest of us to peruse.Encouraging reflectionI’ve reused the “metaphor” board described above as a reflective activity for students in instructional design and train-the-trainer sessions. They are asked to review it and then provide a verbal or written description of their own metaphors and how they are borne out in their own practice.Job aidsWhile I prefer Snapguide for preparing job aids these days, you could easily build a guide in Pinterest. Be sure to add images in reverse order.  As comments can alter layout and size, you might want to number them, too.  Post pictures of equipment repairs and workarounds. And remember: You don’t have to be the one doing all the pinning.Collaborative class activitiesHere are some ideas:Invite pinners to share images of customer service issues (like stained carpets and water cooler with no cups). Have a conversation about corporate culture based on pinned images of company furnishings and signage. Post pictures of the different ways a classroom can be set up, and ask participants in a train-the-trainer course to describe how each setup might affect interaction and social activities.Have learners share images of final projects.Did you have groups discuss an issue and create a flip chart report?  Post pictures of the charts.Host a Pinterest Appy Hour: Invite pinners to share their favorite new app from the past year; their favorite productivity app; their favorite photography app, their favorite app for travel, and so on.Have learners create a class book recapping activities and takeaways.Reaching other learnersOne of my historical concerns about many social tools is that so many of them are heavily text-based: blogs, microblogs, text chats, and so forth. In my world this can marginalize those with low-literacy skills or those with English as a second language.  We’re in a world in which the vast majority of our workforces own some kind of mobile phone or device—most of them with cameras.  The potential for user-generated images to support and include these workers is tremendous.Logistical tips and advice for using PinterestHere’s how Pinterest works:Pinterest is free. It is available on desktop or via a free mobile app.Pinterest allows you to pin images from a website and, from other Pinterest boards. You can also pin by uploading images from your own computer or mobile device.Pinterest boards are public to view; anyone can see them without an account.In order to create boards and pin to them, you need your own account.At this time, Pinterest doesn’t allow for moving pins around a board. To build a chronology—like a story from start to finish—you need to upload in order you want them to be viewed.You can set up “secret” boards to work on until you are ready to publish them. At this time only the board owner can work with the secret boards; they can’t be shared with other pinners.You need to issue invitations to other pinners. While some complain that Pinterest doesn’t offer users public boards on which everyone can pin, it also means that spammers can’t just pin on any board. It makes it a bit safer for those concerned about material inappropriate for some audiences.Sometimes for the sake of speed or including people who for whatever reason don’t have or want a Pinterest account, I just ask people to send me images and I upload them myself.

Pinterest for L&D

CVS Veterinary Practices and Services Group (CVS Group) is one of the largest veterinary service providers in the United Kingdom. With more than 410 locations, 1,000 veterinarians, and 1,500 nurses, CVS provides corporate veterinary services through four main lines of business: veterinary practices, diagnostic laboratories, pet crematoria, and e-commerce.CVS Group’s Director of Human Resources and Training, Helen Wiseman, knew that veterinarians have greater stress levels and are more likely to commit suicide than the general population in the United Kingdom. For some, working with sick and suffering animals can increase stress and lead to or worsen depression. Furthermore, an internal health and safety audit of staff identified stress risks that needed to be strategically managed.Wiseman knew that mindfulness—specifically mindfulness-based cognitive therapy (MBCT), an approach to psychotherapy—had been found by researchers to be effective in helping people deal with stressors and combat depression.CVS Group wanted to adapt MBCT (typically delivered in a clinical setting) for a workplace setting. CVS Group implemented a mindfulness training program, Workplace Mindfulness Training (WorkplaceMT), to improve employees’ mental health and create a supportive work environment, which would boost productivity and engagement.

CVS Group: Implementing Mindfulness Training to Reduce Employee Stress

Three years ago, I left my job as a high school English teacher to return to the corporate arena. I accepted a position as a trainer for a technology company supporting the financial services industry. During my first few weeks on the job, I kept hearing my teammates discussing studying for the Certified Professional in Learning and Performance (CPLP) credential. When I asked about it, however, my manager told me I didn’t have to worry about the CPLP because it was for senior team members only. Yet a year later, I decided to obtain my certification as part of my professional development goals. Although I was excited to start this journey, I was also apprehensive—no one else on my team had successfully completed the Knowledge Exam or submitted a Work Product. I thought that if the veterans on my team had not been able to complete their CPLP certification, then my chances were slim at best.Nevertheless, I still wanted to give it a try. I wanted the distinction that comes with this industry-recognized certification. Additionally, obtaining this certification would complement my master’s degree in adult education and training, and really make my credentials stand out from the crowd. Unfortunately, I knew I would not be able to handle preparing for the CPLP while taking grad school classes, so I decided to take a four-month break from school and focus solely on the certification.I consider myself a good test taker, so I was fairly certain I would be able to pass the Knowledge Exam with the right amount of preparation. I studied for about two months, setting aside one to two hours a day, and I used a combination of resources. One of the most essential was the CPLP Certification Handbook. I wanted to make sure I was focusing my attention on the right things as I studied, so the handbook was a constant reference. I used the ATD Learning System as well, along with the flash cards. I also took the practice CPLP exam to gauge my comfort level with the test structure and content. I must admit, I did not do as well as I expected to on my first try.On testing day I felt pretty confident, but was still nervous. As I progressed through the test, I began to relax a little because I was familiar with most of the content. When I pressed enter to submit my last response, I said a little prayer and waited anxiously for my results. I almost jumped out of my seat and let out a squeal of joy when I saw the word pass on the screen!With the Knowledge Exam under my belt, I turned my attention to the Work Product. My first thought was to focus on training delivery because it seemed to be the natural choice—I am a trainer, after all. After some internal deliberation, however, I realized I enjoyed instructional design more.My first Work Product submission did not score high enough to earn me certification, unfortunately. I was very disappointed, but determined to see this journey to a successful completion. As I prepared my second submission, I went back the handbook numerous times to see where I had erred in my first attempt. I discovered I had failed to include a thorough needs analysis, communication documents, and a sustainable evaluation plan, among other key elements.Knowing I had time before the August 22 deadline to review and finalize my Work Product, the procrastinator in me waited until the last minute to mail my submission. This proved to be a big mistake. I had a last-minute client training request that required me to be on-site in a different state. Preparing for the training session and finalizing my Work Product at the same time pushed my stress level to an all-time high. For a brief moment I considered not sending in my submission because I didn’t feel confident in my final product. I brushed that thought away and got to the UPS store just in time for the final pick-up of the day. After handing over my package to the clerk, I let out a sigh of relief and began the waiting period until the scores were emailed.When the email came, I hesitated before opening it. I didn’t think I could handle another disappointing score, but to my relief I had passed! I was officially CPLP certified. This time I did jump out of my seat and let out a squeal of happiness. It was one of the best feelings I have experienced in my career. I am proud and honored to be part of the distinguished community of CPLP credential holders.Learn more about the CPLP Certification.

CPLP: Not Just for Senior Team Members

I have good news and bad news. The good news is that you now have access to affordable, high-quality recording equipment and software. The bad news is that even though your equipment may be semi-pro, your voiceover performance is still amateur. And, hey, that’s not something you should beat yourself up about. If it were just a matter of showing up and talking into a microphone, there would be no such thing as a professional voiceover actor. Unfortunately, you can’t always afford a pro, but you can learn from their craft to improve your own DIY performance.Get Over YourselfSo let me guess…you hate the sound of your own voice, right? We’ve all had the experience of hearing our voice on a recording and wondering, “Do I really sound like that?”  Yes, you really do.That “awful” voice you hear in the recordings? That’s what the rest of us hear when you talk, and we think it’s just fine. As a voiceover performer, your voice is your instrument, so you had better make friends with it. The more you practice and listen to your recordings, the more comfortable you’ll be.Got a bad case of the nerves? Practice is the best medicine for that, too. You might lock up when you sit down in front of a microphone the first time, but the more you practice, the easier it will get. Remind yourself that no one listening to your performance is judging you as harshly as you are. Take a deep breath and just keep practicing.Preparing for the GigProfessional voiceover performers drink water like it’s their job, because it is. Hydration will have a huge effect on your performance, so be like a pro and start sipping water at least two hours before you’re scheduled to record. This prevents strained, rough-sounding recordings full of the dreaded “mouth click.” Avoid smoking and spicy foods before a performance unless you’re going for the Clint Eastwood/Batman/sandpaper sound. Also, don’t eat dairy the day of your performance—it produces mucus (a.k.a. “mouth sludge”). While you’re drinking your water, take a look at the script and read it out loud. Are there any tongue twisters? Awkward phrases that look fine on paper but sound weird when you say them out loud? If this is your own script, you still have time to improve it. If it’s someone else’s and you’re not allowed to touch it, at least you can practice those tongue twisters so they don’t sneak up on you during the recording.  Give yourself some direction. Take a pencil and mark up the script. If you want to emphasize a particular word, underline it. If a phrase should be spoken with a rising inflection, draw an upward arrow next to it. There are some industry norms for markup notation, but use whatever works for you. ShowtimeThe best way to deliver copy is standing up, but that’s usually not practical in a DIY recording situation. If you must sit, sit on the edge of your chair with your left knee pointed down at the floor. This forces you to straighten your back and allows you to breathe more easily. It also gives your diaphragm plenty of space. Also, keep your chin parallel to the floor. (When you look up, your vocal chords stretch; when you look down, they constrict. Neither is good for your performance.)Your breath is the fuel of your performance, so take a deep in-breath before starting each new line of copy. This will prevent you from needing to take a distracting catch-up breath in the middle of a line. A deep inhalation should move your belly, not your chest. Shallow chest breathing will cause you to run out of gas in the middle of a phrase.When you deliver, don’t try to imitate a “radio voice.” You don’t have a radio voice, and even if you did, that probably wouldn’t be the right tone for your e-learning project anyway. Instead, visualize a member of your audience and imagine you’re talking directly to him or her. A conversational voice is going to carry more credibility than the kind of smooth announcer voice that most people associate with used car ads.Put some emotion in your voice when the script calls for it. In fact, ham it up a little. Remember that the audience will not be able to pick up on your non-visual cues. What feels like a subtle, understated performance to you will sound like a boring monotone to your audience. What feels like a slightly over-the-top emotional performance to you will usually be just enough for your audience to hear in the final product.Deliver multiple takes for each line of copy, even if you think you’ve nailed it on the first one. Your perfect delivery might have the sound of a chair squeaking in the background. Having multiple takes to choose from is called “coverage” and you want lots of it. It will help you later in the editing process if you call the take out loud before each delivery (“Take 1…” “Take 2...” etc.).Cut!If your nerves get to you, take a couple of deep breaths and start a new take. If you’re really stuck on a given section, just move on to the next one and come back after you’ve built some momentum. Just keep going until your nerves cool off. Remember: you’re recording digitally, and you’re not going to run out of tape.If your mouth is sludgy and you’re getting a lot of “mouth click” or other gross sounds in the recording, take a few sips of water. (You should be drinking it throughout the session anyway.)  If you’ve got really stubborn sludge, eat a green apple. The acid will dissolve the mucus and other gunk to give you a clean, click-free mouth.That’s a WrapEven if you’ve got a good voice and a decent recording setup, you might still feel unsatisfied with the results. Keep things in perspective: you’re not recording a movie trailer or a luxury car commercial. E-learning is about learning, after all, and your audience will probably learn just as much from you as they would from James Earl Jones. Now go have some fun and don’t forget to keep your most embarrassing recordings for the outtake reel.

Inside the Voice Actors Studio

November 2018 - TD Magazine

Editor-in-Chief Vanessa St. Gerard discusses what to expect in the November 2018 issue of TD magazine.

Pick and Choose

February 2019 - TD Magazine

Editor-in-Chief Vanessa St. Gerard discusses what to expect in the February 2019 issue of TD magazine.

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