Measuring the Success of Sales Training
Measuring the Success of Sales Training
A Step-by-Step Guide for Measuring Impact and Calculating ROI
₹445.50 ₹495.00 Save: ₹49.50 (10%)
Go to cartISBN: 9788130930862
Bind: Paperback
Year: 2015
Pages: 264
Size: 6 x 9 Inch
Publisher: ASTD Press
Published in India by: Viva Books
Exclusive Distributors: Viva Books
Sales Territory: India, Nepal, Pakistan, Bangladesh, Sri Lanka
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 Trainingprograms 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.
Contents:
Preface
Part I: The ROI Methodology: A Credible Approach to Evaluating Your Sales Training Programs
Chapter 1: The Opportunity • Measuring ROI in Sales Training: The Basics • The ROI Methodology • ROI Process Model • Benefits of ROI • Final Thoughts
Chapter 2: Evaluation Planning and Data Collection • Achieving Business Alignment. • Developing Evaluation Plans • Collecting Data: Considerations. • Collecting Data: The Methods • Generating High Response Rates • Identifying the Source • Determining the Timing of Data Collection • Final Thoughts
Chapter 3: ROI Analysis. • Isolating the Effects of Sales Training • Techniques to Isolate the Effects of Sales Training • Selecting Isolation Techniques • Types of Data • Data Conversion Methods • Five Steps to Data Conversion • Fully Loaded Costs • ROI Calculation • Intangible Benefits • Final Thoughts
Chapter 4: Reporting and Using ROI Data • The Importance of Reporting Results • Identify the Need • Identify the Audience • Select the Media. • Develop the Report • Evaluate Results • Delivering Bad News • Using the Data • Final Thoughts
Part II: Evaluation in Action: Case Studies Describing the Evaluation of Sales Training Programs
Chapter 5: Sales Training Program for Sales Executives (Emma Weber)
Chapter 6: Solution Selling for Sales Reps (David P. Cain)
Chapter 7: Account Manager Development for a Technical Training Center (Marwa Hassan)
Chapter 8: Simulation-Based Sales Training at a Telecom Company (Claude MacDonald, CRP and Louis Larochelle, CRP)
Chapter 9: Trustworthy Selling for Commissioned Sales Representatives (Delores Freitag and Nancy Murphy)
Chapter 10: Coaching Training for First-Level Sales Managers (Gwendolyn Brown)
Chapter 11: Selling Skills for Postal Stores Staff (David Soltis and Nancy Donovan)
Chapter 12: Selling Skills for Retail Sales Assistants (Malgorzata Mitoraj-Jaroszek)
About the ROI Institute
Index
About the Authors
About the Authors:
Patricia Pulliam Phillips, PhD, is an internationally recognized author, consultant, and president and CEO of the ROI Institute, Inc. Phillips provides consulting services to organizations worldwide. She helps organizations build capacity in the ROI Methodology by facilitating the ROI certification process and teaching the ROI Methodology through workshops and graduate level courses.
Jack 1. Phillips, PhD, is chairman of the ROI lnstitute and a world-renowned expert on measurement and evaluation. Phillips provides consulting services for Fortune 500 companies and workshops for major conference providers worldwide. Phillips is also the author or editor of more than 75 books and more than 100 articles. His work has been featured in the Wall Street Journal, Bloomberg Businessweek, Fortune, and on CNN.
Rachel Robinson is senior editor for the ROI Institute. Robinson has sewed as editor for 10 books with the ROI lnstitute thus far. She holds an undergraduate degree in English from the University of Alabama at Birmingham.
