Business driven learning solution particularly suitable for sales-oriented organizations

• US 7,702,531 B2
• Filed: 12/12/2002
• Issued: 04/20/2010
• Est. Priority Date: 06/28/2002
• Status: Active Grant

• Current Assignee: Accenture Global Services Limited (Accenture PLC)
• Original Assignee: Accenture Global Services GmbH (Accenture PLC)
• Inventors: Koldyke, Brian, Stovall, Thomas Kenneth, Hubbell, John R., Marek, Renata, Draper, William Christopher
• Primary Examiner(s): Sterrett; Jonathan G.
• Assistant Examiner(s): CHOI, PETER H
• Application Number:
  US10/317,213
• Publication Number:
  US 20040002870A1
• Time in Patent Office: 2,686 Days
• Field of Search: 705/7
• US Class Current: 705/7.25
• CPC Class Codes: G06Q 10/063 Operations research, analysis or management
• CPC Class Codes: G06Q 10/0631 Resource planning, allocation, distributing or scheduling for enterprises or organisations
• CPC Class Codes: G06Q 10/06313 Resource planning in a project environment
• CPC Class Codes: G06Q 10/06315 Needs-based resource requirements planning or analysis
• CPC Class Codes: G06Q 10/0637 Strategic management or analysis, e.g. setting a goal or target of an organisation; Planning actions based on goals; Analysis or evaluation of effectiveness of goals
• CPC Class Codes: G06Q 10/06393 Score-carding, benchmarking or key performance indicator [KPI] analysis
• CPC Class Codes: G06Q 10/06398 Performance of employee with respect to a job function
• CPC Class Codes: G06Q 10/10 Office automation; Time management
• CPC Class Codes: G06Q 10/103 Workflow collaboration or project management
• CPC Class Codes: G06Q 50/205 Education administration or guidance
• CPC Class Codes: G06Q 50/2057 Career enhancement or continuing education service
• CPC Class Codes: G09B 7/02 of the type wherein the student is expected to construct an answer to the question which is presented or wherein the machine gives an answer to the question presented by a student
• CPC Class Codes: G09B 7/04 characterised by modifying the teaching programme in response to a wrong answer, e.g. repeating the question, supplying a further explanation

Abstract

Disclosed is a business driven learning solution and related methods for managing the learning and training needs of a sales-oriented organization in a manner that is responsive to dynamic business needs. The invention employs modules of interrelated and interdependent business processes for the identification and prioritization of learning needs, the selection of learning approaches, the development of learning content, the coordination and delivery of learning instruction, and the overall management and administration learning efforts. Embodiments of the inventions disclosed include sales training objects to provide a template for sales training that is focused on a solution, and how to position and sell the solution, rather than on the products that make up the solution. As a result, the sales force is educated, understands the customers'"'"' business requirements, and is able to craft specific value propositions to a given customer with respect to that solution. Thus, the training is customer-centric as opposed to product-centric.

Claims

1. A computer-based system for producing a business driven learning solution, the system comprising:

a processor; and

computer-readable medium encoding instructions for automated production of the business driven learning solution for training members of a sales-based organization, the training centering on business needs of an external customer of the sales-based organization, said learning solution comprising modules of interrelated and interdependent business processes for execution by the processor, including;

a business strategy alignment module configured to recognize and prioritize business driven learning needs of said organization and to implement learning efforts to meet said business driven learning needs within budget and logistical constraints;

wherein the business strategy alignment module is configured to receive a request that identifies a first learning need and to make an initial determination of a manner of addressing the request,

wherein the manner comprises at least one of the following;

denying the request, requiring a more detailed request, and accepting the request; and

wherein accepting the request further comprises selecting an appropriate learning effort approach to meet the first learning need;

a content management module configured to design, procure, and manage learning content to implement said learning efforts and at least one knowledge object that furthers an approach oriented around at least one customer solution for the business needs of the external customer,

wherein the at least one customer solution comprises a group of products of the sales-based organization,

wherein the learning content comprises information relating to an interplay of the products in forming the at least one customer solution, and

wherein said at least one knowledge object comprises at least one of the following;

a value propositions object for developing an understanding of a value proposition offered by the at least one customer solution, and

a cost justification tools and techniques object for presenting instruction on justifying cost for the external customer, including identifying when cost justification may be required for the external customer;

a delivery module configured to coordinate delivery of learning solution resources for instructing said members across a plurality of training media in a cost-effective manner; and

a learning administration module configured to contain related processes for managing and tracking availability, delivery and results of the learning efforts in relation to said members or departments within said organization, the related processes including at least one of the following;

registrar processes for tracking training records of a learner or availability of course offerings, curriculum management processes, course registration processes, course fulfillment support processes, and training results record keeping processes.

2. The computer-based system according to claim 1, wherein said learning solution further comprises a learning business management module configured to assess whether said learning solution is meeting business goals, strategies and priorities of said organization.

3. The computer-based system according to claim 2, wherein said assessment by the learning business management module comprises:

receiving performance metrics regarding operations of said learning solution from said content management module, said delivery module, and said learning administration module;

comparing said performance metrics against predetermined minimum service levels; and

revising operations of said business strategy alignment module, said content management module, or said delivery module in an effort to have said performance metrics meet said predetermined minimum service levels.

4. The computer-based system according to claim 3, wherein said predetermined minimum service levels are operational requirements agreed upon in a service level agreement between said organization and a learning services provider.

5. The computer-based system according to claim 3, wherein said performance metrics are of types selected from the group consisting of learning-output metrics, learning-performance metrics, and learning impact metrics.

6. The computer-based system according to claim 1, wherein said recognition and prioritization by the business strategy alignment module comprises:

identifying business goals and strategies of said organization and assigning relative priorities thereto;

receiving requests from said organization for the learning efforts to instruct said members; and

selecting appropriate learning effort approaches for each of the received requests, said learning effort approaches aligning with said business goals and strategies of said organization according to said relative priorities.

7. The computer-based system according to claim 6,

wherein said business strategy alignment module is configured to designate business tracts and initiatives for sorting potential learning efforts of said organization into, said tracts and initiatives correlating to said goals and strategies;

wherein said business strategy alignment module is configured to assign budget allocations to said tracts and initiatives reflecting said relative priorities of said goals and strategies; and

wherein said tracts, initiatives and budget allocations facilitate selecting appropriate learning effort approaches for each of the received requests.

8. The computer-based system according to claim 7, wherein said designation by the business strategy alignment module of the tracts and initiatives comprises creating a learning blueprint that facilitates aligning learning efforts with said prioritized business goals and strategies of said organization.

9. The computer-based system according to claim 8, wherein said learning blueprint details said budget allocations for said tracts and initiatives.

10. The computer-based system according to claim 8, wherein said business strategy alignment module is configured to revise said learning blueprint as necessary to reflect significant changes in said business goals, strategies, and relative priorities.

11. The computer-based system according to claim 1, wherein said implementation of the learning efforts to meet said business driven learning needs comprises:

estimating a cost for developing and delivering a proposed learning effort to satisfy a request by said organization for training, and

comparing said estimated cost to an associated budget allocation.

12. The computer-based system according to claim 11, wherein the business strategy alignment module is configured to modify said proposed learning effort until said estimated cost satisfies said associated budget allocation.

13. The computer-based system according to claim 11, wherein the business strategy alignment module is configured to estimate said cost according to a cost schedule detailing a standard set of charges for learning effort tasks.

14. The computer-based system according to claim 1, wherein said procurement and management of said learning content necessary to implement said learning efforts comprises developing said learning content according to budget restraints, initial content design requirements, and delivery timelines from said business strategy alignment module.

15. The computer-based system according to claim 14, wherein the development of said learning content comprises purchasing said learning content, otherwise acquiring said learning content, or creating said learning content.

16. The computer-based system according to claim 14, wherein said learning content comprises standardized sales modules across all product lines.

17. The computer-based system according to claim 14, wherein said content management module includes training mechanisms selected from the group of the following:

a customer solutions overview object for synopsizing a business strategy behind the solution,

a customer business needs object for showing techniques for determining the business needs of the external customer,

a customer solution components object for developing understanding of the group of products of the at least one customer solution, and

a competition object for developing an understanding of comparable competitor offerings.

18. The computer-based system according to claim 1, wherein said content management module is configured to create, manage, and operate a central repository of the learning content and the at least one knowledge object.

19. The computer-based system according to claim 18, wherein said content management module is configured to tag and catalog the learning content appropriately such that it can be reused in future learning efforts.

20. The computer-based system according to claim 1, wherein said related processes in the delivery module for coordinating the delivery of the learning solution resources comprise related processes for planning at least one training activity based on input from said business strategy alignment module, executing said at least one training activity, and conducting follow-up services after said at least one training activity.

21. The computer-based system according to claim 20, wherein said delivery module is also configured to provide operations support services for said planning, executing, and conducting elements.

22. The computer-based system according to claim 20, wherein said at least one training activity is selected from the group consisting of instructor led training, virtual classroom training, self-paced training delivered via computer, and a blend of e-learning and live instructor lead training.

23. The computer-based system according to claim 1, wherein the related processes for managing and tracking availability, delivery and results of the learning efforts further comprise related processes for setting up and configuring the learner experience, managing a client specific course catalog, and maintaining user profiles.

24. The computer-based system according to claim 1, further comprising an operations module configured to interact with other modules of the learning solution to provide service control, service integration and continuous improvement to existing business processes.

25. The computer-based system according to claim 1,

wherein the content management module is configured to develop the learning content by a manner of development comprising at least one of the following:

purchasing said learning content, otherwise acquiring said learning content, and creating said learning content;

wherein the modules are configured to produce the business driven learning solution with an imperative to reduce cost and drive at least one profit center of the sales-based service organization, irrespective of the manner of development of the proposed learning effort; and

wherein the modules are configured to select the manner of development based on the budget and logistical constraints.

26. The computer-based system according to claim 1, wherein the business strategy alignment module is configured to prepare an initial action proposal for a requested learning effort, the initial action proposal comprising:

a pre-production judgment as to an advantageous type of delivery for presenting the requested learning effort, given a likely set of applicable logistical and budget constraints for the requested learning effort, and

a recommendation as to developing the proposed learning effort by creating the proposed learning effort or by modifying content of an existing learning effort.

27. The computer-based system according to claim 1, wherein the value propositions object is configured to perform at least one of the following:

presenting how the value proposition can be presented effectively to types of employees of the external customer; and

training on customizing value propositions for the external customer.

28. The computer-based system according to claim 1, wherein the cost justification tools and techniques object is configured to perform at least one of the following:

teaching a sales force to identify appropriate cost justification methods; and

allowing practice with cost justification tools and techniques using case studies and examples.

29. The computer-based system according to claim 17, wherein the customer business needs object is configured to perform at least one of the following:

identifying with a business perspective for the external customer;

matching potential solutions to the business needs of the external customer;

probing levels of management for determining the business needs of the external customer; and

recognizing triggers for sales opportunities.

30. The computer-based system according to claim 17, wherein the customer solution components object is configured to perform at least one of the following:

describing key features of each product in the group of products in a context of the business needs of the external customer;

presenting a competitive comparison for each product in the group of products in the context of the business needs of the external customer;

allowing practice in designing solutions for selected scenarios for the external customer; and

instructing on how to ensure compatibility of the at least one customer solution with a current environment of the external customer.

31. The computer-based system according to claim 17, wherein the competition object is configured to perform at least one of the following:

developing an understanding of strengths and weaknesses of the competitor offerings; and

presenting techniques to overcome competitor claims.

32. The computer-based system according to claim 1, wherein the appropriate learning effort approach comprises at least one of the following:

a new learning effort, a modified learning effort, and documentation.

33. The computer-based system according to claim 1, wherein the request comprises an electronically submitted request.

34. The computer-based system according to claim 1, wherein the request contains responses to standardized queries for providing detailed information about the first learning need to the business strategy alignment module.

35. A computer-implemented method for aligning learning efforts of a sales force of a sales-oriented organization with strategic business goals and priorities of the sales-oriented organization, said method comprising:

providing a system comprising

at least one memory to store instructions,

at least one processor having a plurality of software modules for accessing the instructions stored in the at least one memory, wherein the plurality of software modules comprise a business strategy alignment module, a content management module, a delivery module, and a learning administration module, and

a central repository embodied on computer-readable medium for storing in electronic form at least one knowledge object, for furthering an approach oriented around at least one customer solution for business needs of an external customer, and learning content to focus on a business strategy of the external customer and to implement said learning efforts, wherein the knowledge object is acted upon by at least one of the software modules, the central depository comprising a data storage device, and

executing the instructions by the at least one processor to perform;

recognizing and prioritizing business driven learning needs of said organization by the business strategy alignment module;

receiving a request, by the business strategy alignment module, that identifies a first learning need that requires a new or modified learning effort; and

making an initial determination of a manner of addressing the request, the manner comprising at least one of the following;

denying the request;

requiring a more detailed request; and

accepting the request, wherein accepting the request further comprises selecting an appropriate learning effort approach to meet the first learning need;

implementing the learning efforts to meet said business driven learning needs within budget and logistical constraints, the learning efforts comprising training for members of the organization, with the training centered on the business needs of an external customer of the organization;

designing, procuring and managing the learning content and the at least one knowledge object,

wherein designing, procuring and managing is performed by the content management module,

wherein the at least one customer solution comprises a group of the products of the sales-based organization,

wherein the learning content comprises information relating to an interplay of the products in forming the at least one customer solution,

wherein the at least one knowledge object comprises at least one of the following;

a value propositions object for developing an understanding of a value proposition offered by the at least one customer solution, and

a cost justification tools and techniques object for presenting instruction on justifying cost for the external customer, including identifying when cost justification may be required for the external customer; and

wherein the designing, procuring and managing the learning content further comprises creating, managing and operating the central repository;

coordinating, by the delivery module, learning solution resources for instructing said sales force across a plurality of training media in a cost-effective manner; and

managing and tracking availability, delivery and results of the learning efforts in relation to said sales force, by the learning administration module performing at least one of the following actions;

tracking training records of a learner or availability of course offerings, managing curriculum, performing course registration, performing course fulfillment support, and keeping records of training results.

36. The computer-implemented alignment method according to claim 35, further comprising assessing whether said alignment method meets the strategic business goals and priorities of said organization.

37. The computer-implemented alignment method according to claim 36, wherein said assessing comprises:

receiving performance metrics regarding operations of the designing, procuring and managing the learning content, coordinating the learning solution resources, and managing and tracking the availability, delivery and results of the learning efforts in relation to said sales force;

comparing said performance metrics against predetermined minimum service levels; and

revising the operations of designing, procuring and managing the learning content;

coordinating the delivery of the learning solution resources;

or managing and tracking the availability, delivery and results of the learning efforts in an effort to have said performance metrics meet said predetermined minimum service levels.

38. The computer-implemented alignment method according to claim 37, wherein said predetermined minimum service levels are operational requirements agreed upon in a service level agreement between said organization and a learning services provider.

39. The computer-implemented alignment method according to claim 37, wherein said performance metrics are of types selected from the group consisting of learning-output metrics, learning-performance metrics, and learning impact metrics.

40. The computer-implemented alignment method according to claim 35,

wherein recognizing and prioritizing the business driven learning needs comprises identifying the strategic business goals and strategies of said organization and assigning relative priorities thereto;

and

wherein selecting the appropriate learning effort approach comprises aligning a selected learning effort approach with said strategic business goals and strategies of said organization according to said relative priorities.

41. The computer-implemented alignment method according to claim 40, wherein recognizing and prioritizing the business driven learning needs further comprises:

designating business tracts and initiatives for sorting potential learning efforts of said organization, said tracts and initiatives correlating to said goals and strategies; and

assigning budget allocations to said tracts and initiatives reflecting said relative priorities of said goals and strategies, wherein said tracts, initiatives and budget allocations facilitate selecting the appropriate learning effort approaches for each of the received requests.

42. The computer-implemented alignment method according to claim 41, wherein designating the business tracts and initiatives comprises creating a learning blueprint that facilitates aligning learning efforts with said prioritized business goals and strategies of said organization.

43. The computer-implemented alignment method according to claim 42, wherein said learning blueprint details said budget allocations for said tracts and initiatives.

44. The computer-implemented alignment method according to claim 42, wherein said learning blueprint is revised as necessary to reflect significant changes in said business goals, strategies, and relative priorities.

45. The computer-implemented alignment method according to claim 35, wherein implementing the learning efforts comprises estimating a cost for developing and delivering a proposed learning effort to satisfy a request by said organization for training, and comparing said estimated cost to an associated budget allocation.

46. The computer-implemented alignment method according to claim 45, wherein said proposed learning effort is modified until said estimated cost satisfies said associated budget allocation.

47. The computer-implemented alignment method according to claim 45, wherein said cost is estimated according to a cost schedule detailing a standard set of charges for learning effort tasks.

48. The computer-implemented alignment method according to claim 35, wherein designing, procuring and managing the learning content further comprises developing content according to budget restraints, initial content design requirements, and delivery timelines from recognizing and prioritizing the business driven learning needs.

49. The computer-implemented alignment method according to claim 48, wherein developing said learning content comprises purchasing said learning content, otherwise acquiring said learning content, or creating said learning content.

50. The computer-implemented alignment method according to claim 35, wherein designing, procuring and managing the learning content comprises presenting the following training mechanisms:

a customer solutions overview object for synopsizing a business strategy behind the at least one customer solution;

a customer business needs object for showing techniques for determining the business needs of the external customer;

a customer solution components object for developing understanding of the group of products of the at least one customer solution; and

a competition object for developing an understanding of comparable competitor offerings.

51. The computer-implemented alignment method according to claim 50, further comprising presenting an executive selling and solutions object for offering courses on at least one of the following topics:

developing business acumen and techniques for presenting value-based sales proposals, and

developing the value-based sales proposals.

52. The computer-implemented alignment method according to claim 35, wherein designing, procuring and managing said learning content further comprises formatting or versioning the learning content and the at least one knowledge object for facilitated retrieval of the learning content and the at least one knowledge object from the repository.

53. The computer-implemented alignment method according to claim 52, wherein designing, procuring and managing said learning content further comprises tagging and cataloging the learning content for reuse in future learning efforts.

54. The computer-implemented alignment method according to claim 35, wherein designing, procuring and managing learning content comprises the following additional steps:

making available a synopsis of an organization'"'"'s business strategy behind a product line or the at least one customer solution;

presenting techniques for identifying customer solutions to the business needs of the external customer;

developing an understanding of how to present business value of one of said customer solutions in a manner appropriate to the external customer'"'"'s business responsibilities;

presenting a thorough explanation of each component of said at least one customer solution and how to integrate each component in the context of the business needs of the external customer;

presenting information to understand and differentiate products and claims of competitors; and

developing an understanding of how and when to use cost justification techniques.

55. The computer-implemented alignment method according to claim 54, further comprising integrating the additional steps into reusable templates to facilitate learning content design for future learning solutions.

56. The computer-implemented alignment method according to claim 54, wherein designing, procuring and managing learning content further comprises developing instruction for one-time course offerings of general topics relevant to the sales force that are reinforced throughout the additional steps.

57. The computer-implemented alignment method according to claim 56, wherein developing instruction for one-time course offerings includes developing instruction on developing business acumen and techniques for value-based sales proposals.

58. The computer-implemented alignment method according to claim 35, wherein instructing said sales force further comprises instructing via a training activity selected from the group consisting of instructor led training, virtual classroom training, self-paced training delivered via computer, and a blend of e-learning and live instructor lead training.

59. The computer-implemented alignment method according to claim 35, wherein instructing said sales force further comprises instructing using a training object having a format that is standardized with training objects for products across all product lines offered by said sales-oriented organization.

60. The computer-implemented alignment method according to claim 51, wherein developing the business acumen and techniques for presenting the value-based sales proposals includes presenting at least one of the following:

a value selling component,

a component on identifying interests or concerns of different management levels,

a component to introduce how executives use financial statements,

a financial analysis component,

a financial research component, and

a component on making presentations to executives.

61. The computer-implemented alignment method according to claim 51, wherein developing the value-based sales proposals includes at least one of the following:

crafting value propositions,

using industry analysis tools to understand at least one business of the external customer,

using financial tools to understand the at least one business of the external customer,

identifying and articulating a value hypothesis,

developing techniques to optimize the value hypothesis, and

creating a final value proposition.

62. The computer-implemented alignment method according to claim 35, wherein the appropriate learning effort approach comprises at least one of the following:

a new learning effort, a modified learning effort, and documentation.

63. The computer-implemented alignment method according to claim 35, further comprising receiving the request electronically.

64. The computer-implemented alignment method according to claim 35, further comprising obtaining detailed information about the first learning need from processing responses to standardized queries in the request.

65. A computer program embodied on a computer readable medium for aligning learning efforts of a sales force of a sales-oriented organization with strategic business goals and priorities of the sales-oriented organization, wherein the computer program instructs at least one processor to:

access instructions for a plurality of software modules, access at least one knowledge object for furthering an approach oriented around at least one customer solution for business needs of an external customer, and access learning content focusing on a business strategy of the external customer and implementing the learning efforts;

wherein the instructions are stored in at least one memory;

wherein the plurality of software modules comprise a business strategy alignment module, a content management module, a delivery module, and a learning administration module;

wherein the at least one knowledge object is stored in electronic form in a central repository comprising a data storage device and embodied on computer-readable medium; and

wherein the knowledge object is acted upon by at least one of the software modules; and

execute the instructions by the at least one processor to;

recognize and prioritize business driven learning needs of the organization by the business strategy alignment module;

receive a request, by the business strategy alignment module, that identifies a first learning need that requires a new or modified learning effort;

make an initial determination of a manner of addressing the request, the manner comprising at least one of the following;

denying the request;

requiring a more detailed request; and

accepting the request, wherein accepting the request further comprises selecting an appropriate learning effort approach to meet the first learning need;

implement the learning efforts to meet the business driven learning needs within budget and logistical constraints, the learning efforts comprising training for members of the organization, with the training centered on the business needs of an external customer of the organization;

design, procure and manage the learning content and the at least one knowledge object,

wherein designing, procuring and managing is performed by the content management module,

wherein the at least one customer solution comprises a group of the products of the sales-based organization,

wherein the learning content comprises information relating to an interplay of the products in forming the at least one customer solution,

wherein the at least one knowledge object comprises at least one of the following;

a value propositions object for developing an understanding of a value proposition offered by the at least one customer solution, and

a cost justification tools and techniques object for presenting instruction on justifying cost for the external customer, including identifying when cost justification may be required for the external customer; and

wherein the designing, procuring and managing the learning content further comprises creating, managing and operating the central repository;

coordinate, by the delivery module, learning solution resources for instructing the sales force across a plurality of training media in a cost-effective manner; and

manage and track availability, delivery and results of the learning efforts in relation to the sales force, by the learning administration module performing at least one of the following actions;

tracking training records of a learner or availability of course offerings, managing curriculum, performing course registration, performing course fulfillment support, and keeping records of training results.

66. The computer program according to claim 65, wherein the appropriate learning effort approach comprises at least one of the following:

a new learning effort, a modified learning effort, and documentation.

67. The computer program according to claim 65, wherein the computer program instructs the at least one processor to receive the request electronically.

68. The computer program according to claim 65, wherein the computer program instructs the at least one processor to obtain detailed information about the first learning need from processing responses to standardized queries in the request.

69. A computer-based system for producing a business driven learning solution, the system comprising:

a processor; and

computer-readable medium encoding instructions for automated production of the business driven learning solution for training members of a sales-based organization, the training centering on business needs of an external customer of the sales-based organization, said learning solution comprising modules of interrelated and interdependent business processes for execution by the processor, including;

a business strategy alignment module configured to recognize and prioritize business driven learning needs of said organization and to implement learning efforts to meet said business driven learning needs within budget and logistical constraints;

wherein the business strategy alignment module is configured to receive a request that identifies a first learning need and to make an initial determination of a manner of addressing the request,

wherein the manner comprises at least one of the following;

denying the request, requiring a more detailed request, and accepting the request; and

wherein accepting the request further comprises selecting an appropriate learning effort approach to meet the first learning need;

a content management module configured to design, procure, and manage learning content to implement said learning efforts and at least one knowledge object that furthers an approach oriented around at least one customer solution for the business needs of the external customer,

wherein the at least one customer solution comprises a group of products of the sales-based organization, and

wherein the learning content comprises information relating to an interplay of the products in forming the at least one customer solution;

a delivery module configured to coordinate delivery of learning solution resources for instructing said members across a plurality of training media in a cost-effective manner; and

a learning administration module configured to contain related processes for managing and tracking availability, delivery and results of the learning efforts in relation to said members or departments within said organization.

70. The computer-based system of claim 69, wherein said at least one knowledge object comprises at least one of the following:

a value propositions object for developing an understanding of a value proposition offered by the at least one customer solution, and

a cost justification tools and techniques object for presenting instruction on justifying cost for the external customer, including identifying when cost justification may be required for the external customer.

71. The computer-based system of claim 69, wherein the related processes include at least one of the following:

registrar processes for tracking training records of a learner or availability of course offerings, curriculum management processes, course registration processes, course fulfillment support processes, and training results record keeping processes.

72. A computer-implemented method for aligning learning efforts of a sales force of a sales-oriented organization with strategic business goals and priorities of the sales-oriented organization, said method comprising:

providing a system comprising

at least one memory to store instructions,

at least one processor having a plurality of software modules for accessing the instructions stored in the at least one memory, wherein the plurality of software modules comprise a business strategy alignment module, a content management module, a delivery module, and a learning administration module, and

a central repository embodied on computer-readable medium for storing in electronic form at least one knowledge object, for furthering an approach oriented around at least one customer solution for business needs of an external customer, and learning content to focus on a business strategy of the external customer and to implement said learning efforts, wherein the knowledge object is acted upon by at least one of the software modules, the central depository comprising a data storage device, and

executing the instructions by the at least one processor to perform;

recognizing and prioritizing business driven learning needs of said organization by the business strategy alignment module;

receiving a request, by the business strategy alignment module, that identifies a first learning need that requires a new or modified learning effort; and

making an initial determination of a manner of addressing the request, the manner comprising at least one of the following;

denying the request;

requiring a more detailed request; and

accepting the request, wherein accepting the request further comprises selecting an appropriate learning effort approach to meet the first learning need;

implementing the learning efforts to meet said business driven learning needs within budget and logistical constraints, the learning efforts comprising training for members of the organization, with the training centered on the business needs of an external customer of the organization;

designing, procuring and managing the learning content and the at least one knowledge object,

wherein designing, procuring and managing is performed by the content management module,

wherein the at least one customer solution comprises a group of the products of the sales-based organization, and

wherein the learning content comprises information relating to an interplay of the products in forming the at least one customer solution; and

wherein the designing, procuring and managing the learning content further comprises creating, managing and operating the central repository;

coordinating, by the delivery module, learning solution resources for instructing said sales force across a plurality of training media in a cost-effective manner; and

managing and tracking availability, delivery and results of the learning efforts in relation to said sales force, by the learning administration module.

73. The computer-based method of claim 72, wherein said at least one knowledge object comprises at least one of the following:

a value propositions object for developing an understanding of a value proposition offered by the at least one customer solution, and

a cost justification tools and techniques object for presenting instruction on justifying cost for the external customer, including identifying when cost justification may be required for the external customer.

74. The computer-based method of claim 72, wherein managing and tracking the availability, the delivery and the results of the learning efforts further comprises providing at least one of the following:

registrar processes for tracking training records of a learner or availability of course offerings, curriculum management processes, course registration processes, course fulfillment support processes, and training results record keeping processes.

75. A computer program embodied on a computer readable medium for aligning learning efforts of a sales force of a sales-oriented organization with strategic business goals and priorities of the sales-oriented organization, wherein the computer program instructs at least one processor to:

access instructions for a plurality of software modules, access at least one knowledge object for furthering an approach oriented around at least one customer solution for business needs of an external customer, and access learning content focusing on a business strategy of the external customer and implementing the learning efforts;

wherein the instructions are stored in at least one memory;

wherein the plurality of software modules comprise a business strategy alignment module, a content management module, a delivery module, and a learning administration module;

wherein the at least one knowledge object is stored in electronic form in a central repository comprising a data storage device and embodied on computer-readable medium; and

wherein the knowledge object is acted upon by at least one of the software modules; and

execute the instructions by the at least one processor to;

recognize and prioritize business driven learning needs of the organization by the business strategy alignment module;

receive a request, by the business strategy alignment module, that identifies a first learning need that requires a new or modified learning effort;

make an initial determination of a manner of addressing the request, the manner comprising at least one of the following;

denying the request;

requiring a more detailed request; and

accepting the request, wherein accepting the request further comprises selecting an appropriate learning effort approach to meet the first learning need;

implement the learning efforts to meet the business driven learning needs within budget and logistical constraints, the learning efforts comprising training for members of the organization, with the training centered on the business needs of an external customer of the organization;

design, procure and manage the learning content and the at least one knowledge object,

wherein designing, procuring and managing is performed by the content management module,

wherein the at least one customer solution comprises a group of the products of the sales-based organization, and

wherein the learning content comprises information relating to an interplay of the products in forming the at least one customer solution; and

wherein the designing, procuring and managing the learning content further comprises creating, managing and operating the central repository;

coordinate, by the delivery module, learning solution resources for instructing the sales force across a plurality of training media in a cost-effective manner; and

manage and track availability, delivery and results of the learning efforts in relation to the sales force by the learning administration module.

76. The computer program of claim 75, wherein said at least one knowledge object comprises at least one of the following:

a value propositions object for developing an understanding of a value proposition offered by the at least one customer solution, and

a cost justification tools and techniques object for presenting instruction on justifying cost for the external customer, including identifying when cost justification may be required for the external customer.

77. The computer program of claim 75 wherein the learning administration module is configured to perform at least one of the following actions:

tracking training records of a learner or availability of course offerings, managing curriculum, performing course registration, performing course fulfillment support, and keeping records of training results.