Quantifying sales training's value proves difficult for most firms. Worse yet, credible measures of sales training efficacy can yield disheartening results. ES Research, for example, has reported that 90% of sales training has no lasting impact after 120 days.
This course offers practical insights for measuring sales training ROI, and for constructing a framework for delivering training in the context of demonstrable knowledge transfer, accountability for behavior change, and quantifiable financial impact. SPI's ROI Measurement Framework overcomes the training efficacy measurement challenge by utilizing three leading indicators of results, by integrating measures of knowledge and behavior, and quantifying financial return on training investments.