Accenture Global Services Gmbh

William Christopher Draper

John Reader Hubbell

Brian Leighton Koldyke

Thomas Kenneth Stovall

Renata Marek

Christopher P Foley

Thomas Kenneth Stoval

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 in 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.

Business driven learning solution particularly suitable for sales-oriented organizations

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.

Disclosed herein are learning solutions that utilize a content development module that is nested inside a total learning solution and identifies, develops, and manages required course content. A content development module is particularly adapted to assemble and compile custom learning content materials for use in the learning solution by appropriately taking business strategy alignment and other information into consideration. The learning content may be developed as a third party service in accordance with a service level agreement. A service level agreement is a contract between the learning solution services provider and the learner (i.e., outsourcing) organization that establishes the requisite quality and effectiveness levels of the learning solution services as measured by one or more performance metrics. In such cases where a service level agreement is present, internal performance metrics are constantly evaluated to ensure that the content development and management resources necessary for a given learning effort are properly reserved, allocated, and/or utilized.

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William Christopher Draper