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Measuring the success of sales training : a step-by-step guide for measuring impact and calculating ROI / Patricia Pulliam Phillips, Jack J. Phillips ; with Rachel Robinson.

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"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 progra...

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Bibliographic Details
Online Access: Full Text (via O'Reilly/Safari)
Main Author: Phillips, Patricia Pulliam
Format: eBook
Language:English
Published: Alexandria, Va. : ASTD Press/ROI Institute, ©2013.
Subjects:
Employees > Training of > Evaluation.
Employees > Training of > Cost effectiveness.
Rate of return.
Sales personnel > Training of.
Employees.
Employees
Employees > Training of > Cost effectiveness
Employees > Training of > Evaluation
Rate of return
Sales personnel > Training of
Table of Contents:
  • Cover
  • Title
  • Copyright
  • Content
  • Preface
  • Part I: The ROI Methodology: A Credible Approach to Evaluating Your Sales Training Programs
  • Chapter 1 The Opportunity
  • Measuring ROI in Sales Training: The Basics
  • The ROI Methodology
  • ROI Process Model
  • Benefits of ROI
  • Final Thoughts
  • Chapter 2 Evaluation Planning and Data Collection
  • Achieving Business Alignment
  • Developing Evaluation Plans
  • Collecting Data: Considerations
  • Collecting Data: The Methods
  • Generating High Response Rates
  • Identifying the Source
  • Determining the Timing of Data Collection
  • Final Thoughts
  • Chapter 3 ROI Analysis
  • Isolating the Effects of Sales Training
  • Techniques to Isolate the Effects of Sales Training
  • Selecting Isolation Techniques
  • Types of Data
  • Data Conversion Methods
  • Five Steps to Data Conversion
  • Fully Loaded Costs
  • ROI Calculation
  • Intangible Benefits
  • Final Thoughts
  • Chapter 4 Reporting and Using ROI Data
  • The Importance of Reporting Results
  • Identify the Need
  • Identify the Audience
  • Select the Media
  • Develop the Report
  • Evaluate Results
  • Delivering Bad News
  • Using the Data
  • Final Thoughts
  • Part II: Evaluation in Action: Case Studies Describing the Evaluation of Sales Training Programs
  • Chapter 5 Sales Training Program for Sales Executives
  • Chapter 6 Solution Selling for Sales Reps
  • Chapter 7 Account Manager Development for a Technical Training Center
  • Chapter 8 Simulation-Based Sales Training at a Telecom Company
  • Chapter 9 Trustworthy Selling for Commissioned Sales Representatives
  • Chapter 10 Coaching Training for First-Level Sales Managers
  • Chapter 11 Selling Skills for Postal Stores Staff
  • Chapter 12 Selling Skills for Retail Sales Assistants
  • About the ROI Institute
  • Index
  • About the Authors.

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