Business driven learning solution particularly suitable for sales-oriented organizations
First Claim
1. A system for managing business driven learning efforts to meet learning needs of a sales-based organization, the system comprising:
- a processor; and
computer-readable medium encoding instructions for managing the business driven learning efforts, the instructions comprising modules of interrelated and interdependent business processes for execution by the processor, including;
a business strategy alignment module configured to receive a request that identifies a first learning need related to a customer solution, and to accept the request or deny the request in view of recognized and prioritized learning needs of the sales-based organization;
wherein the business strategy alignment module is further configured to select a learning approach to meet the first learning need, andwherein the customer solution comprises a group of products for meeting business needs of a customer of the sales-based organization, anda content management module configured to design, procure, and manage a first learning effort comprising information relating to an interplay of the products associated with the customer solution, wherein the first learning effort is based on the selected learning approach;
a delivery module configured to coordinate delivery of learning solution resources for providing the first learning effort to members of the sales-based organization or departments within the sales-based organization across a plurality of training media; and
a learning administration module configured to manage and track availability, delivery, and results of the first learning effort in relation to the members or the departments.
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Accused Products
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.
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Citations
45 Claims
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1. A system for managing business driven learning efforts to meet learning needs of a sales-based organization, the system comprising:
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a processor; and computer-readable medium encoding instructions for managing the business driven learning efforts, the instructions comprising modules of interrelated and interdependent business processes for execution by the processor, including; a business strategy alignment module configured to receive a request that identifies a first learning need related to a customer solution, and to accept the request or deny the request in view of recognized and prioritized learning needs of the sales-based organization; wherein the business strategy alignment module is further configured to select a learning approach to meet the first learning need, and wherein the customer solution comprises a group of products for meeting business needs of a customer of the sales-based organization, and a content management module configured to design, procure, and manage a first learning effort comprising information relating to an interplay of the products associated with the customer solution, wherein the first learning effort is based on the selected learning approach; a delivery module configured to coordinate delivery of learning solution resources for providing the first learning effort to members of the sales-based organization or departments within the sales-based organization across a plurality of training media; and a learning administration module configured to manage and track availability, delivery, and results of the first learning effort in relation to the members or the departments. - View Dependent Claims (2, 3, 4, 5, 6, 7, 8, 9, 10, 11, 12, 13, 14, 43)
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15. A method for managing business-driven learning efforts to meet learning needs of a sales-based organization, the method comprising:
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providing a system comprising a memory to store instructions, a processor having a plurality of software modules for accessing the instructions stored in the 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 executing the instructions by the processor to perform; receiving, by the business strategy alignment module, a request that identifies a first learning need related to a customer solution, wherein the customer solution comprises a group of products for meeting business needs of a customer of the sales-based organization; and accepting the request or denying the request, by the business strategy alignment module, in view of recognized and prioritized learning needs of the sales-based organization, wherein accepting the request further comprises selecting a learning approach to meet the first learning need; designing, procuring and managing a first learning effort comprising information relating to an interplay of the products associated with the customer solution, wherein the first learning effort is based on the selected learning approach, and wherein designing, procuring and managing is performed by the content management module, and coordinating, by the delivery module, learning solution resources for providing the first learning effort to members of the sales-based organization or departments within the sales-based organization across a plurality of training media; and managing and tracking availability, delivery, and results of the first learning effort in relation to the members or the departments, by the learning administration module. - View Dependent Claims (16, 17, 18, 19, 20, 21, 22, 23, 24, 25, 26, 27, 28, 44)
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29. A computer program embodied on a computer readable medium for managing business-driven learning efforts to meet learning needs of a sales-based organization, wherein the computer program instructs a processor to:
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access instructions for a plurality of software modules; wherein the instructions are stored in a memory; and 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 execute the instructions by the processor to; receive a request, by the business strategy alignment module, that identifies a first learning need related to a customer solution, wherein the customer solution comprises a group of products for meeting business needs of a customer of the sales-based organization; and accept the request or deny the request, by the business strategy alignment module, in view of recognized and prioritized learning needs of the sales-based organization, wherein accepting the request further comprises selecting a learning approach to meet the first learning need; design, procure and manage a first learning effort comprising information relating to an interplay of the products associated with the customer solution, wherein the first learning effort is based on the selected learning approach, and wherein designing, procuring and managing is performed by the content management module, and coordinate, by the delivery module, learning solution resources for providing the first learning effort to members of the sales-based organization or departments within the sales-based organization across a plurality of training media; and manage and track availability, delivery, and results of the first learning effort in relation to the members or the departments, by the learning administration module. - View Dependent Claims (30, 31, 32, 33, 34, 35, 36, 37, 38, 39, 40, 41, 42, 45)
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Specification