Measuring the Success of Sales Training: A Step-by-Step Guide for Measuring Impact and Calculating ROI
- 3h 56m
- Jack J. Phillips, Patricia Pulliam Phillips, Rachel Robinson
- Association for Talent Development
- 2013
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 evaluating 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 first half of the book is a step-by-step guide on calculating ROI, while the second half presents case studies that demonstrate how to use the ROI Methodology to properly measure the results of sales programs.
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. Phillips has a PhD in international development and a master's degree in public and private management. She is certified in ROI evaluation and has been awarded the designations of Certified Professional in Learning and Performance and Certified Performance Technologist.
Jack J. Phillips, PhD, is chairman of the ROI Institute 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 served as editor for 10 books with the ROI Institute thus far. She holds an undergraduate degree in English from the University of Alabama at Birmingham. Although much of her career experience lies in the fields of technical and business writing, she has been published in additional disciplines and concentrations.
In this Book
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The Opportunity
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Evaluation Planning and Data Collection
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ROI Analysis
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Reporting and Using ROI Data
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Sales Training Program for Sales Executives—Multinational Automotive Company
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Solution Selling for Sales Reps—Ricoh Production Print Solutions
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Account Manager Development for a Technical Training Center—Financial Services Firm
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Simulation-Based Sales Training at a Telecom Company—Future-Tel
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Trustworthy Selling for Commissioned Sales Representatives—Independent Financial Services Agency
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Coaching Training for First-Level Sales Managers—National ABC Homebuilding
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Selling Skills for Postal Stores Staff—Canada Post
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Selling Skills for Retail Sales Assistants—McArthur Sp. z.o.o.
