Open Daily: 10am - 10pm | Alley door pickup 10am - 7pm 3038 Hennepin Ave Minneapolis, MN
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  • Open Daily: 10am - 10pm
    Alley-side Pickup: 10am - 7pm

    3038 Hennepin Ave Minneapolis, MN
    612-822-4611

Open Daily: 10am - 10pm | Alley-side Pickup: 10am - 7pm
3038 Hennepin Ave Minneapolis, MN
612-822-4611
Measuring the Success of Sales Training: A Step-By-Step Guide for Measuring Impact and Calculating Roi

Measuring the Success of Sales Training: A Step-By-Step Guide for Measuring Impact and Calculating Roi

Robinson, Rachel
Phillips, Patricia Pulliam
Phillips, Jack J.

Paperback

Business GeneralManagement

Currently unavailable to order

ISBN10: 1562868594
ISBN13: 9781562868598
Publisher: Assn For Talent Developmen
Published: Feb 28 2013
Pages: 264
Weight: 1.05
Height: 0.60 Width: 7.00 Depth: 9.90
Language: English
It has never been more important to show examples of sales skills at work. The process to evaluate these skills is sometimes perceived as straightforward and routine, simply a matter of tracking the sales gains after the program has been conducted. But credibly Measuring the Success of Sales Training programs is a bit more involved than that. Experts in the practice of ROI measurement, Jack and Patricia Phillips have collected a new book of ROI case studies, with a focus on sales training programs. The case studies presented in this book demonstrate how to use of the ROI Methodology to properly measure the results of sales programs.

These studies come from all over the world, in many different disciplines and concentrations, from financial services to the public sector. The use of the ROI Methodology addresses issues that are sometimes omitted from other casebooks. First, since many other factors influence sales, there must always be a step to isolate the effects of the sales training program on the sales (each study features this step). Second, when converting to monetary value, only the profit margins of increased sales must be used, not the sales themselves--a mistake made by many. Third, the stream of monetary benefits for the increased profits must be conservative, usually representing only one year.

Sponsors need a credible, conservative approach to measuring ROI--one that meets these challenges. All of the case studies in this book will address these issues, providing examples and benchmarks for others to use to evaluate these important types of programs.

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