evaluation plan presentation
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Dawn StonerockScott Smith4/21/09
EVALUATION PLAN-PIONEER SURGICAL SALES REPRESENTATIVE TRAINING
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IntroductionWhat is Pioneer Surgical?
What do they do?Organizational StructureSales
Need for TrainingRisksTimeliness
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Goals of Program
Goal of Training Program
Goal of Program Evaluation
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Program Considerations Agenda
Schedule5 days (36.75 hrs)Monday –Thursday, 8am - ~4:45 , Friday 8:00am-
12:45pm1 - 45 minute Lunch break, Food provided2 – 15 minute breaks
LocationPioneer Corporate Building, North Marquette
Training RoomLodging provided
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Program Considerations - continued
TopicsProduct LinesSelling/Marketing Strategies
4 Units, Five Days Unit /Sections Unit => Learning Evaluation Day => Reaction Evaluation Section/Subject: Learning Activities
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BASIC CLINICAL TRAINING AGENDA
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Level One Evaluation(Reaction) – Reaction Questionnaire
PurposeParticipant Attitudes/Perceptions => Value &
Effectiveness of ProgramSelf-examination => Participation/ CommitmentUsed by training Staff => program improvement
Desired Training OutcomesParticipant Satisfaction
Instructor/DeliveryContent/ActivitiesOverall Time Investment
Self-AnalysisMotivation
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Level One Evaluation(Reaction) – continued
Design & Data CollectionConfidential (name optional)Each Day=> Reaction Evaluation
Likert Scale => Poor, Fair, Good, Excellent
Instructor Performance Prepared Understandable Positive Atmosphere
Methods Learning Activities Study Materials/Handouts
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Level One Evaluation(Reaction) – continued
Participant level of participation/CommitmentOverall investment of time
Both 1-10 scaleOpen-ended comment section
Time requirement: 10 minutes => end of each day
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Level One Evaluation(Reaction) – continued
AnalysisQuantitative data
Likert-like # Assignment Poor = 1, fair = 2, good = 3, Excellent = 4
Scoring using addition of #Charts/Graphs
Qualitative dataComment Section
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Level 1 Evaluations
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Level One Evaluation(Reaction) – continued
Advantages: Still fresh in mindEasy to administer (10-15 minutes, max)Easy to Analyze, tabulate, and summarizeVisually pleasing, neat and orderly Easy to understand
Disadvantages:Data is subjective
Opinions/feelings of participantsBiased? => positive/negativeLeast trustworthy of all evaluations
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Level Two(Learning Evaluation)
PurposeEffectiveness in meeting objectives2 Reasons: Participants / Sponsors
Desired Training OutcomesIndividual competency on knowledge &
usage
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Level Two(Learning Evaluation) - continued
Design & Data CollectionFormat of course:
Introduce new materialBuild upon
Learning evaluations by written performance tests at end of each unit 1-3Done in morning after open discussion overview
Collaborative effort in writing tests Proctored by program facilitators
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Level Two(Learning Evaluation) - continued
Design & Data CollectionFormat:
Multiple Choice, T&F, Fill in blankQuick and simpleUnit 4: Experienced in sales
Review and prepare Informal performance testing – Role plays and
case study reviewGroup effort
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Level 2 Evaluation
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Level Two(Learning Evaluation) - continued
Analysis85% PassingTabulated by program coordinatorMeasures of central tendency
Outliers → adjustments
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Level Three(Application)
PurposeIs it being applied? Barriers?Results used by:
Distributors (Principles)Facilitators Administration
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Level Three(Application) - continuedDesired Training Outcomes
One version to sales representativeSecond version to supervisor (Distributor)One month post trainingMeasurable outcomes:
Product knowledgeAbility to sellPerformance in OROverall job performanceMotivation and confidence levels
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Level Three(Application) - continued Design & Data Collection
Format:QuestionnaireLikert scale (strongly disagree to strongly agree)
DistributionBy program coordinatorSelf-addressed, stamped envelopesCollected, tabulated and shared by coordinator
Ease, anonymity, convenienceGift incentive – Pioneer dollars
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Level 3 Evaluation
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Level Four(Business Impact)
Purpose & Desired Training OutcomesMeasure sales impactPositive sales impact = Profit, Negative = Loss
Success (positive)? Justification of program Changes in programming?
Design & Data CollectionMonthly sales reports
Control vs. Experimental group3 month, 6 month, 1 year
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Level Four(Business Impact) - continued
Analysis
A Experimental Group Sales (program attendees)- B Control Group Sales (non program participants) C Increased sales attributable to training C Increased sales attributable to training-D Cost of program E Business Financial Impact (net $)
C-D D = Cost/Benefit Ratio (CBR) [X: 1]
C-D D • 100 = Return on Investment (ROI) [X%]
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Estimated Program Costs
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Training ProfitabilityProgram Costs
Development = $12,140Delivery = $18,785Total First Time Cost = $30, 925
Increased ProfitAverage profit from product salesIncreased # of sales
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Thank you!
Questions?