Category Archives: sales performance system interventions

February 10th, 2015

Measuring Sales Training Effectiveness


Measuring Sales Training Effectiveness: When Quick and Approximate is Enough

When organizations invest in sales training, they are eager to know how their investments are paying off.

Learning the answer doesn’t take complex research design or studies of the sort published in scholarly journals. Quick and approximate measures are often enough.

The changes in behaviors and sales results post-training should be major, not minor ones. The need is for visible evidence to build a reasonably high level of confidence that the sales training intervention led to a material change in results.

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