Design Lively Training with Action Mapping

by Cathy Moore

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Be a training action hero! Action Mapping Fast design for powerful training

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© 2018 Cathy Moore -- cathy-moore.com 1. Identify the business goal What business change do we want to create? Good: Increase widget sales 8% by Q4 Avoid: Salespeople should know all the widget features

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© 2018 Cathy Moore -- cathy-moore.com Why care about the goal? A measurable business goal helps you: • Design relevant activities • Identify the crucial content • Evaluate the success of your project • Show how your work supports the business Widget sales “Our training did that!”

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© 2018 Cathy Moore -- cathy-moore.com Examples Ask questions that uncover a customer’s needs. Identify the best widget for the customer. Emphasize the benefits that will matter most to the customer. These statements describe actions, not knowledge. To increase sales, our salespeople must:

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© 2018 Cathy Moore -- cathy-moore.com Identify why people aren’t taking the necessary actions. For each action, ask, “What makes it hard?” It’s time for... Motivation Environment Knowledge Skills tools culture processes etc.

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© 2018 Cathy Moore -- cathy-moore.com Identify the business goal. Identify what people need to do to reach that goal + why they aren’t doing it. ...? 1. 2. 3. Next step? Identify what people need to know?

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© 2018 Cathy Moore -- cathy-moore.com 3. Design practice activities For each action that learners must take on the job, design a practice activity. Each activity should mirror the real world as much as possible. Identify what people need to know?

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© 2018 Cathy Moore -- cathy-moore.com Examples A fictional customer appears. The learner chooses questions that will reveal the customer’s needs. A customer wants to reduce their electricity use. The learner suggests the best widget and explains its benefits. Avoid fact checks and trivia games. These don’t happen in the real world.

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© 2018 Cathy Moore -- cathy-moore.com Increase widget sales ! ! ! ! ! Put your activities on the map. activity that practices real-world behavior Link each activity to the real-world action it supports.

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© 2018 Cathy Moore -- cathy-moore.com Identify the business goal. Identify what people need to do to reach that goal + why they aren’t doing it. Design activities that help people practice each behavior. ...? 1. 2. 3. 4. Next step? Identify what people need to know?

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© 2018 Cathy Moore -- cathy-moore.com The Action Mapping process Identify the business goal. Identify what people need to do to reach that goal + why they aren’t doing it. Design activities that help people practice each behavior. Identify the minimum information people need to complete each activity. 1. 2. 3. 4.

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© 2018 Cathy Moore -- cathy-moore.com Increase widget sales i ! ! ! ! ! i i i i Everything supports the business goal. Job behavior that will reach the goal Measurable goal Realistic practice activity for that behavior Only the essential information for that activity

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© 2018 Cathy Moore -- cathy-moore.com The benefits •Tightly focused materials •Realistic, compelling activities •No irrelevant information •More likely to have a measurable business impact Widget sales “Our training did that!”

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