Category Archives: Sales Training Measurement

March 8th, 2016

How Effective are Your Sales Training Programs?

sales training programs

Why Do You Need to Measure Sales Training? 

We measure almost everything in our lives. Starting at birth, a baby’s height, weight, and length are measured. Parents count fingers and toes. They count age by weeks and months and, finally, years. In school, learning is measured by written tests and fitness levels by activity tests.

In sports, we keep score and statistics. Moneyball analysis has become a widely used strategy in evaluating baseball players. When we travel, we measure distance traveled and time to destination using maps and GPS. We wear Fitbits, keep food diaries, and use apps to track calorie intake.

The point is that we track just about everything. Measurement is an integral part of our lives. How can it not be an element of especially when so much is at stake, considering both dollars spent and the potential for performance improvement?

According to recent data, more than 55% of companies spend in excess of $2,000 per employee on training each year (CSO Insights). TrainingIndustry.com reported that, for 2013, the most recent numbers published, companies in North America spent approximately $142 billion dollars on training; globally, the investment in training was approximately $307 billion.

These are significant numbers. So, when someone asks me why they should have a strategy for measuring training effectiveness, my short answer is, “Why wouldn’t you?” How could any organization not grab the opportunity to measure progress made, » Continue Reading.

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