O'Reilly logo

Measuring the Success of Sales Training by Patricia Pulliam Phillips, Jack J. Phillips

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

3 ROI Analysis

ISOLATING THE EFFECTS OF SALES TRAINING

In order for the data collected during the data collection phase to be credible and usable, it must be analyzed. When using the ROI Methodology, data analysis should include the isolation of program effects on the data, calculation of fullyloaded program costs, conversion of data to monetary values when appropriate, and the ROI calculation.

Isolating the effects of a sales training or enablement program on business impact data is one of the most challenging, yet necessary, steps in the ROI Methodology. When addressed credibly, this step links learning from sales training directly to business impact.

Other Factors Are Always Present

In almost every situation, multiple factors affect business ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required