Case Study- How GSK simplified and scaled a tailored learning approach and why employees are loving it!

  • Michael Hillan, DriveTrain Learning,
  • Pete Pisarri, DriveTrain Learning,
  • Dan Weston, GlaxoSmithKline

All GSK needed to do last year was run 2 POA meetings, 1 launch meeting, conduct training on selling skills, account planning, product knowledge, managed markets and negotiation skills. If this wasn’t ambitious enough, leadership threw in the need to get a baseline across these same areas and limited time out of field to 12 days for the year. Oh yeah, budgets are cut by 15% this year, so do it on a shoestring please!

In this session, presenters from GSK who grappled with these real-life challenges will relate their journey, emphasizing the approach they used to:

• gather laser-focused data and analytics

• quickly create tailored, personalized learning plans

• enhance the precision of learning assessments

• increase engagement of sales and marketing teams

• and save a tremendous amount of T&E budget dollars using integrated learning ecosystems that centered real work to achieve real results.

Throughout the session, presenters will review facets of the integrated learning ecosystem, and current users of the ecosystem will share the positive impact these technologies have had on multiple stakeholders. By reviewing multiple practical examples, attendees will observe the benefits of tailored learning and how it can be adapted and implemented in their own organizations.

  • Date:Wednesday, June 5
  • Time:2:00 PM - 3:30 PM
  • Room:Austin 3
  • Location:Austin 3
  • Session Type:Case Study
  • Submitter Name: Hillan, Michael
  • Submission Date (CST): 09/01/2019 15:19
  • Session Level: Intermediate
  • Submitter Email:
  • Session Length: 90 Minute Workshop
  • How are you planning on keeping the learners engaged during this presentation?: Through a case study, presented by the GSK owner of these real challenges, we will explore the approach used to succeed against these daunting goals.
  • Learning Objective 1: Attendees will experience what impactful tailored learning looks and feels like and be able to adapt their current offerings.
  • Learning Objective 2: Attendees will learn how to drive learning through real work and create impact through peer-to-peer collaboration and sharing.
  • Learning Objective 3: Attendees will be able to leverage performance diagnostics to inform tailored learning using micro-learnings and social collaboration sites.
  • What is the topic your workshop will cover and how is it relevant to the industry?: Using a variety of learning technologies and social collaborative tools to increase the impact and effectiveness of sales enablement initiatives.
Michael Hillan
DriveTrain Learning
Pete Pisarri
DriveTrain Learning
Dan Weston