Dawn StonerockScott Smith4/21/09

EVALUATION PLAN-PIONEER SURGICAL SALES REPRESENTATIVE TRAINING

IntroductionWhat is Pioneer Surgical?

What do they do?Organizational StructureSales

Need for TrainingRisksTimeliness

Goals of Program

Goal of Training Program

Goal of Program Evaluation

Program Considerations Agenda

Schedule5 days (36.75 hrs)Monday –Thursday, 8am - ~4:45 , Friday 8:00am-

12:45pm1 - 45 minute Lunch break, Food provided2 – 15 minute breaks

LocationPioneer Corporate Building, North Marquette

Training RoomLodging provided

Program Considerations - continued

TopicsProduct LinesSelling/Marketing Strategies

4 Units, Five Days Unit /Sections Unit => Learning Evaluation Day => Reaction Evaluation Section/Subject: Learning Activities

BASIC CLINICAL TRAINING AGENDA

Level One Evaluation(Reaction) – Reaction Questionnaire

PurposeParticipant Attitudes/Perceptions => Value &

Effectiveness of ProgramSelf-examination => Participation/ CommitmentUsed by training Staff => program improvement

Desired Training OutcomesParticipant Satisfaction

Instructor/DeliveryContent/ActivitiesOverall Time Investment

Self-AnalysisMotivation

Level One Evaluation(Reaction) – continued

Design & Data CollectionConfidential (name optional)Each Day=> Reaction Evaluation

Likert Scale => Poor, Fair, Good, Excellent

Instructor Performance Prepared Understandable Positive Atmosphere

Methods Learning Activities Study Materials/Handouts

Level One Evaluation(Reaction) – continued

Participant level of participation/CommitmentOverall investment of time

Both 1-10 scaleOpen-ended comment section

Time requirement: 10 minutes => end of each day

Level One Evaluation(Reaction) – continued

AnalysisQuantitative data

Likert-like # Assignment Poor = 1, fair = 2, good = 3, Excellent = 4

Scoring using addition of #Charts/Graphs

Qualitative dataComment Section

Level 1 Evaluations

Level One Evaluation(Reaction) – continued

Advantages: Still fresh in mindEasy to administer (10-15 minutes, max)Easy to Analyze, tabulate, and summarizeVisually pleasing, neat and orderly Easy to understand

Disadvantages:Data is subjective

Opinions/feelings of participantsBiased? => positive/negativeLeast trustworthy of all evaluations

Level Two(Learning Evaluation)

PurposeEffectiveness in meeting objectives2 Reasons: Participants / Sponsors

Desired Training OutcomesIndividual competency on knowledge &

usage

Level Two(Learning Evaluation) - continued

Design & Data CollectionFormat of course:

Introduce new materialBuild upon

Learning evaluations by written performance tests at end of each unit 1-3Done in morning after open discussion overview

Collaborative effort in writing tests Proctored by program facilitators

Level Two(Learning Evaluation) - continued

Design & Data CollectionFormat:

Multiple Choice, T&F, Fill in blankQuick and simpleUnit 4: Experienced in sales

Review and prepare Informal performance testing – Role plays and

case study reviewGroup effort

Level 2 Evaluation

Level Two(Learning Evaluation) - continued

Analysis85% PassingTabulated by program coordinatorMeasures of central tendency

Outliers → adjustments

Level Three(Application)

PurposeIs it being applied? Barriers?Results used by:

Distributors (Principles)Facilitators Administration

Level Three(Application) - continuedDesired Training Outcomes

One version to sales representativeSecond version to supervisor (Distributor)One month post trainingMeasurable outcomes:

Product knowledgeAbility to sellPerformance in OROverall job performanceMotivation and confidence levels

Level Three(Application) - continued Design & Data Collection

Format:QuestionnaireLikert scale (strongly disagree to strongly agree)

DistributionBy program coordinatorSelf-addressed, stamped envelopesCollected, tabulated and shared by coordinator

Ease, anonymity, convenienceGift incentive – Pioneer dollars

Level 3 Evaluation

Level Four(Business Impact)

Purpose & Desired Training OutcomesMeasure sales impactPositive sales impact = Profit, Negative = Loss

Success (positive)? Justification of program Changes in programming?

Design & Data CollectionMonthly sales reports

Control vs. Experimental group3 month, 6 month, 1 year

Level Four(Business Impact) - continued

Analysis

A Experimental Group Sales (program attendees)- B Control Group Sales (non program participants) C Increased sales attributable to training  C Increased sales attributable to training-D Cost of program E Business Financial Impact (net $)

C-D D = Cost/Benefit Ratio (CBR) [X: 1]

C-D D • 100 = Return on Investment (ROI) [X%]

Estimated Program Costs

Training ProfitabilityProgram Costs

Development = $12,140Delivery = $18,785Total First Time Cost = $30, 925

Increased ProfitAverage profit from product salesIncreased # of sales

Thank you!

Questions?