A Guide to Measuring Sales Training Effectiveness
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Transcript of A Guide to Measuring Sales Training Effectiveness
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eBook: A Guide to Measuring Sales Training EffectivenessWritten by: Eileen Krantz
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Why Bother to Measure Sales Training?
• If you’re committing big dollars to sales training, you should be tracking progress made or lack of results.
• Before implementing sales training, you should start with a baseline to establish where your organization is at now and to make sure that you’ll get to your destination.
• When your sales team knows that management is taking measurements, behaviors will change.
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Companies that are effective at sustaining sales training allocate 1/3 of their budget to evaluation.
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The Sequence of Measurement
of respondents said creating value and insight during the conversation with the client.
84% of participants were able to consistently
put more than 40% of their new skills into
practice
88% of the participants
reported the training was worth the
investment
Before sales training, assessing talent and skills should come first.
After sales training, you should assess the four Kirkpatrick levels.
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Key Findings
1. Was the content relevant? 2. Measure sustainment.
3. Compare behavior change to the baseline measurement.
4. Is the learning making a difference in results?
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Five Principals for Your Measurement Strategy
1. Start where you want to end.
2. Feedback is a gift.
3. Methodology matters.
4. Use the right tools at the right time.
5. Blend data with stories.
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Contact Us
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To download the full research report, click here:http://hubs.ly/H02kYwJ0
If you have any feedback or comments, please send an email to:[email protected]
You can connect with Richardson:LinkedIn: https://www.linkedin.com/company/richardson Twitter: @Richardsonsales Call us: 215-940-9255Join our blog: http://blogs.richardson.com/