October 20, 2016

5 Ways to measure the impact of sales training

In our last blog, making sales training stick, I shared with you my views on why sales training fails and some tips around avoiding that.

We also touched on accountability and measuring the success of the training.  In this blog we will go through the 4 ways to measure the impact of the sales training.

As sales managers and Directors, we are directly responsible for the success of sales initiatives, including training.  Think about it, we ask our marketing teams to demonstrate the amount of leads a campaign has generated, so as leaders we should be able to identify how much business was as a direct result of training. 

My preferred method of measuring the success of sales training follows the Kirkpatrick Model.  This model measures all aspects of the training, to enable you to make adjustments if necessary.