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Competency-Based Education

Spike Santee Sales Training & Leadership Development

What is Competency-based Education?

Competency-based education

Competency-based education (CBE) is a formal method of academic instruction and evaluation based on the employee’s ability to demonstrate their mastery of a subject or skill.

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CBE is a learning methodology. It is not a replacement for your current training curriculum or content. It is not a new software program. 

We start with what you already have and build from there with a focus on your business priorities. 

What is a Competency?

A grouping of related knowledge, skills, and abilities that enable a professional to perform effectively in a particular aspect of their job, is called a competency.

A competency is like a bullet point in a job description, “must be able to prospect for new customers.”

But a competency has a description and a series of observable behaviors the employee must demonstrate to be competent. Many times, there is a numerical value to competency. 

What is a Competency Framework?

A competency framework is a measurement of the skills, judgment, knowledge and attributes of a particular job required to perform a role effectively. 

It defines a set of competencies for each role in your department, business or company and showcases the values, behaviors and requirements an organization strives for to reach its goals and objectives. 

The competency framework essentially aligns personal performance with corporate values. These frameworks may help you evaluate employees’ performances and recognize qualified candidates during the hiring process.

Competency-Based Education

Competency-Based Education (CBE) refers to systems of instruction, assessment, grading, and academic reporting based on your employee’s ability to demonstrate they have learned the knowledge and skills you expected them to learn.

The general goal of Competency-Based Education is to ensure that your employees can demonstrate they are competent in a specific skill set before moving on to higher-level learning. If an employee fails to meet the expected learning standards, they typically receive additional instruction, practice time, and academic support to help them achieve competency or meet the expected standards.

Competency-Based Education is an approach to teaching and learning more often used in learning concrete skills than abstract knowledge, which makes CBE the perfect methodology for teaching sales and sales management skills. It differs from other non-related methods in that the unit of learning is extremely fine-grained.

Competency-Based Education

It is Time to Rethink "Employee Training"

Rid your vocabulary of the words "train" or "training" and start "teaching" your employees.
You train your dog to do the trick or to obey a command.

To be successful in business, you must teach your employees how to think, reason, act, and respond to the wide range of circumstances they will encounter as they represent your company to the public. 

That’s why I practice Competency-Based Education. 

To maintain your company’s competitive advantage, you need to maximize your team’s productivity by providing the appropriate skills at the right time. Embracing the optimum level of education, enablement, and engagement, you can dramatically reduce attrition and safeguard your investment made in hiring.

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Learning with Spike

Young woman learning online

Competency-Based Education on a
modern Learning Management System

  • On-line and on-demand
  • Self-paced
  • Live lectures
  • Private tutoring
  • Video instruction
  • Reading materials
  • Essays 
  • Quizes
  • Assignments
  • Work evidence
The salesperson is doing real-life sales work
within 48-72 hours.

We can't teach closing until the salesperson can set appointments. We can't teach appointment setting until the salesperson can master prospecting.

The Benefits of Competency-Based Education

Sales Training Leadership Development Competency-Based Education
The benefits of a skilled workforce and a formal; technology-based learning solution are significant and measurable.

They include:

  • 16% increase in customer satisfaction among companies using learning technology. (iii)
  • Skill levels linked to business value, $70,000 in annual savings and a 10% increase in productivity when teams are well-trained. (iv)
  • 35% reduction in time spent searching for sales content. (v)
  • 22% faster rollouts of products and processes
  • 75-80% of managers believe practical training is critical to project success and meeting project deadlines. (vii)
 
You and your team can learn new skills and knowledge using a modern Learning Management System (LMS).

Return on investment

The benefits of a skilled workforce and a formal; technology-based learning solution are significant and measurable.

Many organizations struggle to measure the effectiveness of their training programs. They wonder if they are getting their money’s worth. These doubts can lead the company to underfund their training programs. 

Traditional evaluation methods of training programs are not adequate to measure ROI. In addition, many training professions do not know how to measure ROI. 

My Competency-Based Learning programs are focused on measuring everything from course participation, quiz scores, and practical application. 

Remember, Competency-Based Learning encourages learners to learn at their own pace. 

Experienced and skilled employees can “quiz” out on the subjects where they can demonstrate competency. If they have difficulty in any given subject, that information becomes their new learning plan until they can master that level. 

New employees can move from one level to the next as quickly as they can demonstrate their competency. They learn the material in the right order, so the skills build one upon the other. 

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Common Key Performance Indicators

In my sales education courses, the salesperson cannot move on to the next level until they demonstrate competency on the first level. That means we can’t teach closing skills until the salesperson can prove they are competent at setting appointments. We can’t teach appointment setting until the salesperson can show they are competent at prospecting.

My learning programs are built upon a foundation of accountability so that you can see a clear Return On your learning Investment.

  • Are the salespeople engaged with the learning?
  • Do the salespeople retain the learning content?
  • Are the salespeople using the new learning in their daily sales efforts?
    • Number of daily prospecting calls.
    • Number of Customer Qualifying Interviews.
    • Number of sales presentations.
    • Number of deals closed. 
    • Do they exercise quality CRM skills? 
  • Are the salespeople selling enough to reach goals?
  • Are the salespeople outperforming sellers who didn’t receive the Education?

In a Learning Management System, a salesperson would be held to the following standards to demonstrate competency.

  • Did the salesperson download the sales materials?
  • Did the salesperson watch the teaching videos?
  • Did the salesperson correctly answer the knowledge check questions in the teaching videos?
  • Did the salesperson turn in their assignments and demonstrate their competency.
  • Did the sales manager approve the homework assignments, and did the salesperson receive a passing grade?
  • Did the salesperson complete a teach-back to the sales manager or other authorized instructor’s satisfaction?
  • Did the salesperson make the presentation to the qualified prospect?
  • Did the salesperson sell the qualified prospect?

When you align your learning plans with your business plans you can begin to measure the return on your training investment.

References:

(iii) Bridging the Gap: Integrating Learning and Work, Towards Maturity Benchmark Study, 2012-2013

(iv) Impact of Training on ERP Project Success, IDC 2012

(v) IBM Case Study – AMD, 2013

(v1i) IDC MarketScape: Worldwide IT Education and Training 2013 Vendor Analysis, IDC, 2013

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