a guide to measuring sales training effectiveness

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

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.

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

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.

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?

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.

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