Sales Training ROI
How do you calculate ROI on Sales Training?
When calculating Sales Training ROI, how do you take the following into consideration?
- Is your sales training linked to business impact within your internal value chain? How?
- How does your measurement leverage connections to the value chain in order to determine impact?
- Do quantitative and qualitative approaches reinforce each other and contribute to a better picture of sales training impact?
- Do you follow recommended processes in order to plan and implement effective sales training measurement?
Any thoughts or ideas / advice would be great!
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Your Greatest Asset
Locked inside practically every company is an asset that represents its greatest investment opportunity and its best chance to achieve dramatic revenue gains. A dollar invested in this asset can return more than $3 in 90 days and almost $14 in a single year. That’s not an opinion or a claim; it’s a documented fact. For some companies, the return can be even higher.
To capitalize on this opportunity and achieve such growth does not require an exotic new business strategy, and it entails no risk. The asset is just sitting there, waiting to be discovered.
The greatest asset any company possesses is the untapped potential of its sales force.
To unlock that potential, the company merely needs to teach its salespeople how to sell more effectively. Is there a catch? Yes. It is this:
1. The sales system they are taught must genuinely be more effective than the practices they are using now.
2. The system must rely on key skills that can be taught, rather than on innate personality characteristics that aren’t amenable to change (a sunny disposition, “the gift of gab,” etc.).
3. The training must be based on proven principles that determine how adults learn and what it takes for learning to translate into lasting behavioral changes and better job performance.
When a system of sales training and certification meets those requirements, the results are nothing short of spectacular. They can be measured. They can be proven. The ROI on the training investment can be demonstrated to the dollar, with no qualifications and none of the usual hedging about outside factors that might have been partly responsible for the increase in sales.
Want to more about this? Get our Sales Training Article called: “Is Your Sales Training Worth the Money?” at http://www.thesalesboard.com/wp_download.asp
To Your Success