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eBook: A Guide to Measuring Sales Training Effectiveness Written by: Eileen Krantz

A Guide to Measuring Sales Training Effectiveness

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Page 1: A Guide to Measuring Sales Training Effectiveness

eBook: A Guide to Measuring Sales Training EffectivenessWritten by: Eileen Krantz

Page 2: A Guide to Measuring Sales Training Effectiveness

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.

Page 3: A Guide to Measuring Sales Training Effectiveness

Companies that are effective at sustaining sales training allocate 1/3 of their budget to evaluation.

Windows User
So, normally, I would make the 1/3 appear as a fraction symbol, but apparently word nor powerpoint has that particular symbol as a fraction. So, it's fine as-is.
Page 4: A Guide to Measuring Sales Training Effectiveness

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.

Page 5: A Guide to Measuring Sales Training Effectiveness

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?

Windows User
Made the numbers automatic and moved them around to align them.
Page 6: A Guide to Measuring Sales Training Effectiveness

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.

Page 7: A Guide to Measuring Sales Training Effectiveness

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