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.

"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:
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.