From the course: The Future of Workplace Learning (2020)
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What L&D can learn about buy-in from sales
From the course: The Future of Workplace Learning (2020)
What L&D can learn about buy-in from sales
- If you want learning transformation to happen, you're going to need to sell it to a long list of stakeholders from the CSuite to the line managers all the way down to the end users, your learners. So what's in it for them? That's the question you must address. And the answer will be different for each group. You'll need a clear communication plan to make sure they all get the message and buy into it. There's one thing we can borrow from sales here. Use a qualification process to make sure there's a real opportunity to get funded. There are many different methods for this. One of them is called MEDIC. That's an acronym that stands for Metrics, measurable proof of your solution's impact, Economic buyer, Decision criteria, Decision process, Identify pain, and Champion. Now, once you've qualified your opportunity, another effective sales technique is to map out detractors, allies, champions, and influencers.…
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