Sales Training Return on Investment (ROI)

Forecasting the ROI of Sales Training

Senior leaders need information that is relevant to problems or issues they face that can assist them in making critical business decisions. This information must be supported by reliable and credible data, and presented in a concise, compelling, and timely manner. This financial service firm's learning community acknowledges that evaluation is not the decision itself but, rather, the preparation for the decision. To that end, this case study demonstrates how the ROI Methodology was used to forecast the ROI of a major sales training initiative and helped inform the decision making of senior leaders that addressed performance issues well beyond training.

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Content Includes:

- Case Study, Financial Services

- Forecasting the ROI of a major sales training initiative

- Better inform senior leaders to make accurate decisions

- Address performance issues well beyond training

- Industry run on supply and demand and a fluctuating economy

- Problem/Opportunity

- Performance improvement process implemented, new model

- Business needs versus job performance needs

- Linking training to business impact

- Forecast costs, detailed breakdown

- Did this initiative pay for itself?

- Find out what lessons were learned.

 
only $25.00!

This product is an electronic, downloadable .pdf file. Please be advised that you have a 24-hour window to download this product after completing your purchase, and only one download per purchase is permitted.

Measuring ROI of Negotiation Skills Training

Negotiation skills is a difficult area to evaluate. This case shows how a large technology company evaluated negotiation skills training. Gathering data with a unique participant survey provided a post-training picture of ROI based on estimates of money and time saved. This case shows what happens when a company asks for feedback with a one-time study for a 10-year history of three related courses.

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Content Includes:

- Real working best practices and case study

- How to evaluate negotiation skills training

- Gathering data with a unique survey

- Asking for feedback, what happened?

- Project tasks and surprising results

 
only $25.00!

This product is an electronic, downloadable .pdf file. Please be advised that you have a 24-hour window to download this product after completing your purchase, and only one download per purchase is permitted.

Measuring the ROI of an E-Learning Sales Program

This case study is focused on the ROI of an e-learning sales intervention. There are several aspects that made this project one to share with others. This particular case focuses on competency modeling, competency assessment, and evaluation components for the sales academy at a large Midwestern financial services company that was undergoing a large merger integration process. This study outlines the business need for the learning solution, the e-learning program, and the evaluation plan, including how data was collected and analyzed. Finally, the study concludes with the results from implementing the e-learning program as well as lessons learned.

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Content Includes:

- Case Study with recommendations and action plan

- Financial Services

- Many challenges facing the sales training department

- Competency modeling, competency assessment, and evaluation components for a sales academy

- ELearning to enable general sales skills, technical knowledge of the products, customer focus skills, prospecting, negotiating, managing resistance, and gaining business results

- Outlining critical communication plans

- Impressive results with milestones

 
only $25.00!

This product is an electronic, downloadable .pdf file. Please be advised that you have a 24-hour window to download this product after completing your purchase, and only one download per purchase is permitted.

Measuring ROI in an Advanced Sales Skills Program

Results from sales skills programs are sometimes difficult to measure. When a learning solution is developed in direct response to corporate strategy and and goals, it is subject o high levels of scrutiny from many stakeholders in the organization. This case study follows a sales program from Level 0 analysis through Level 5 return-on-investment. In programs with high visibility, an integrated evaluation strategy provides the fact-based information upon which results can be accurately and credibly calculated. The results are impressive, and the process was comprehensive. Learn more about it.

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Content Includes:

- What new responsibility does the vendor have to their customer?

- Find out how a company making $10 billion in U.S. sales revenue drives results through cohesive sales relationships

- Get the facts on how to measure organizational learning and performance requirements for your sales team

- What parts do field personnel need to fulfil to maintain the highest customer retention?

- Which audience levels are required to know this secret strategy of advanced sales training?

-  5 critical levels of questions and answers needed to apply this unique strategy

- Use this five-point rating scale to measure individual skill levels

 
only $25.00!

This product is an electronic, downloadable .pdf file. Please be advised that you have a 24-hour window to download this product after completing your purchase, and only one download per purchase is permitted.

Tying sales training solutions to business impact...

Sales training professionals are constantly asked to demonstrate the value of sales training. The challenge is forecasting sales training ROI with all the external factors that can influence this critical calculation. For example, is the best measure of sales training ROI based on top-line revenue growth? Or is it quota performance? What impact does sales training ROI have on business budgeting? While it's true that the sales audience can be tied directly to business profitability, salespeople and individual contributors can also be measured on revenue, customer retention and satisfaction, and account/market penetration even when measuring new programs (i.e., elearning ROI).

This means that evaluators of sales training can more easily bridge the connection between individual performance and business results whereas evaluators of non-sales roles like human resources, engineering, or operations more have a more difficult time. More importantly, it means that sales trainers have a critical role in identifying what works and what doesn't work in their sales organizations. Sales ROI plays a critical role in creating and implementing a sound learning strategy.