Unicorns = Myth, VILT = Real!Myth #5: We need video conferencing as part of our virtual training for it to be effective.

I would contend that while it is nice to put a face with the name for participants and the facilitator, streaming video (aside from technical requirements) can be a distraction for learners. They can end up watching the face instead of the content being presented.

Additionally, lack of video provides more flexibility for the facilitator to manage many aspects of the training behind the scenes (e.g. teach notes, pulling up documents, responding to chats, etc.).

While the face of virtual training will evolve, don’t let some of the common myths and misconceptions that exist in the marketplace today hinder you in developing your own learning or engaging in learning with companies such as Sales Performance International.

To learn more about Solution Selling® Virtual Instructor-Led Training, please visit: www.spisales.com/Virtual-Instructor-Led-Training.aspx

For a downloadable webcast on the benefits of and introduction to VILT, click here: How to Deliver World Class Sales Training with No Travel Costs.

Genie = Myth, VILT = Real!Myth #4: Virtual Instructor-Led Training (VILT) will never be as effective as face-to-face instructor-led training (ILT).

Some might argue it is hard to replace the value of face-to-face interaction and traveling to a training location denotes the seriousness of the event. That being said, our VILT courseware is designed to provide two major benefits aside from cost savings:

1. Spaced-learning… instead of getting a lot of valuable content packed into multiple days, the VILT environment allows for individuals to focus on a topic at a time (e.g. once a week) while dedicating a shorter amount of formal learning time which likely improves retention of concepts learned
2. The tools within a good web-meeting/training application allow for effective collaboration which improves team work and learning from peers

Another issue with effectiveness has to do with the ability of the facilitator to keep participants engaged when the use of eye-contact is not present (Note: This assumes there is no use of a video camera)
Participant interaction should be the #1 design principle of VILT sessions. A formulaic approach to VILT courseware development should be put into place. This approach encourages early interaction and every few minutes forces the participants to interact (answer questions, take tests, conduct exercises). The way in which participants interact with others is intentionally mixed among interactive functions (chats, annotations, polls, raise hands, etc.).

Additionally, some web-meeting/training technology can alert the facilitator if a participant is multi-tasking (i.e. opens another application on their computer). This will allow the facilitator to tactfully ask the participant a question to reengage them. 

To learn more about Solution Selling® Virtual Instructor-Led Training, please visit: www.spisales.com/Virtual-Instructor-Led-Training.aspx

For a downloadable webcast on the benefits of and introduction to VILT, click here: How to Deliver World Class Sales Training with No Travel Costs.

Mermaids = Myth, VILT = Real!Myth #3: 1 day of Virtual Instructor-Led Training (VILT) is the same as 1 day of face-to-face Instructor-Led Training (ILT).

On paper, the math works. In reality, it isn’t even close. While participants may be able to absorb and retain 8 hours of content (with proper breaks and interaction) in a 1 day ILT session, do not expect participants to sit for 8 straight hours in a virtual environment.

Our experience has shown that if a session is properly designed and keeps all participants truly engaged and doing work, virtual sessions can last as long as 2 hours. In this case, a 1 day ILT session should be broken up into 4 separate VILT sessions (e.g. 4 days @ 2 hours each… or… 4 weeks with a session each Monday)

To learn more about Solution Selling® Virtual Instructor-Led Training, please visit: www.spisales.com/Virtual-Instructor-Led-Training.aspx

For a downloadable webcast on the benefits of and introduction to VILT, click here: How to Deliver World Class Sales Training with No Travel Costs.

Griffin = Myth, VILT = Real!Myth #2: We can train hundreds of people in one sitting using web-meeting technology.

If the goal of “training” is simply to impart knowledge, the concept of training hundreds of people in one meeting may be attainable; however, in this case I might suggest the expert simply email the required information as a reading assignment.

With the more common expectation of training, one is applying knowledge learned. In this case, the design of the training session(s) is to have participants apply lessons via team exercises or role plays and debrief the work.

This is where two major design points need to be considered:

1. Does the web-meeting technology support multiple “breakout” rooms so group team work can occur?
2. How many learners/teams can effectively participate, be coached and be debriefed?

Our experience has shown that an optimal classroom size is between 12-15 people and that breakout room technology can be a critical design point in training. In the case of WebEx, their breakout room technology is found in their Training Center module (a separate application from that of their traditional Meeting Center application).

To learn more about Solution Selling® Virtual Instructor-Led Training, please visit: www.spisales.com/Virtual-Instructor-Led-Training.aspx

For a downloadable webcast on the benefits of and introduction to VILT, click here: How to Deliver World Class Sales Training with No Travel Costs.

Before I debunk some of these misconceptions about Virtual Instructor-Led Training (VILT), let me simply define VILT.

Virtual Instructor-led Training should be thought of as another modality by which to deliver training content. In other words, one would use web meeting technology to deliver virtual training that would attempt to mimic what they do in a more traditional face-to-face instructor-led session.

While I think the training marketplace was already seeing a gradual shift to conducting more training online, the global economy is pushing training organizations to this venue much quicker and with higher expectations of what online virtual training should accomplish.

As a result, my company Sales Performance International, saw the need to become experts in this arena. We have spend a lot of time and effort to explore what constitutes effective virtual training and have developed and delivered virtual courseware. And through this process, we’ve overcome many of the myths that exist in our marketplace surrounding VILT. Over the next week I will walk through 5 of the most notorious myths.

Dragons = Myth, VILT = Real!Myth #1: We can simply upload our existing instructor-led PowerPoint decks and have our existing instructors deliver the training online using web-meeting technology.

While many companies may do this or attempt to do this, it doesn’t necessarily translate into a successful event. Most existing ILT materials have likely not been designed to be visually engaging and attention-retaining nor have they been created to promote participant interaction.

While instructors may be good in the face-to-face classroom, they require additional skills when delivering in a virtual environment. They must be interactive, ask lots of questions, know how to use the web-meeting tools (polls, chats, raise hands, annotation tools) to keep participants engaged. They must be prepared to manage any technical issues that arise. In other words, in the virtual environment facilitators must be able to manage the environment as well as facilitate the content.

To learn more about Solution Selling® Virtual Instructor-Led Training, please visit: www.spisales.com/Virtual-Instructor-Led-Training.aspx

For a downloadable webcast on the benefits of and introduction to VILT, click here: How to Deliver World Class Sales Training with No Travel Costs.