Home Behind Your Back The Future of LBM Training (and the future is now): PART I

The Future of LBM Training (and the future is now): PART I


Don’t have a digital library? The C.O.S.T. Training Model breaks down how you can start growing your digital library today—without much time or expense.

  • Capture: A few years ago, a client developed four fantastic testimonial videos, with a price tag from the digital marketing firm of $150,000. Adding video to your digital library doesn’t require burlap sacks full of cash. We all carry around a high-resolution video camera every day.
  • Organize: The organization of your digital library can be achieved in any number of ways. The important part is to think through what this library will look like in three years when you have dozens of videos, audio files, and thought leadership articles from your team.
  • Share: Once we have the content in our library and it is easy to find, how do we share it? This is the Trigger discussed in the B=MAT (Behavior change = Motivation + Ability + Trigger) equation. In Part II of this article, I’ll detail the specifics of what I use. The Trigger should be automated and require little effort. For those reasons, I recommend email.
  • Track: The eminent business scholar Peter Drucker coined the maxim, “What gets measured, gets done.” With our digital library growing, organized and shared with our team via email, we’ll track the results in real-time each week with an automated process.

Now that we understand The C.O.S.T. Training Model, here is an example you can try with your team today.

The C.O.S.T. Training Model in Action: The Elevator Speech
In “Behind Your Back” workshops, we dissect the “elevator speech.” It is the explanation of your corporate differentiation that can be told in a 30-second elevator ride. We hear current versions, break it down into its three basic components, and then listen to the new versions. By the end of the exercise, the client has some great examples.

At this point, 0% of the elevator speech training is actually yours. It’s all inside human heads, not in your digital library. Let’s get it in your library so we can use it in the future.

  • Capture: All phones now have a standard voice recorder. Pick three of the best Elevator speeches, have each person repeat it while you record. The audio file will be small enough to email, so email the file to yourself so you can Organize it in your digital library later. Next, repeat this process, except using your smartphone’s video camera. Your digital library now has six new pieces of training content.
  • Organize: Your digital library grew quickly from zero to six—thinking through the organization (naming and location, in particular) will save you headaches later when your library is much larger.
  • Share: Pick the best audio and video files and include both in an email to the company. The email here is the trigger. Include a call to action like, “Be prepared—I will ask to hear your Elevator Speech. From the janitor to the CEO, we’re all in sales. And there’s lots of elevators.”
  • Track: Without data to review (emails opened, audio heard, videos viewed, etc.), we don’t know if the team acted on the trigger. Next month, I’ll explain how we can see results in real-time for both audio and video files.

The Origin of The C.O.S.T. Training Model?
Pain. That’s the origin of this model. I went through this process (LMS pain to automation relief) with my company, Red Angle, last year. The conversion did require time and money, but now that it is running, it’s saved me and my organization hundreds of hours. Even better, we’re delivering a better product to my clients because of it.

Thanks for reading—next month I’ll share pricing, platforms and everything else to simplify and modernize the future of your team’s training.