Do you have sales training results you can share with me?
Evaluating sales training results is an important part of our process and we have kept records of all of our results with previous clients over the past 10 years.
Progress as a result of training is tracked in terms of observed behavioural changes and measurable business results. We evaluate your team’s performance both before and for three months after the training and provide weekly reports of improvements and a calculated sales training return on investment. Here you can read more about our methods for tracking progress.
Measuring sales training results
There are many different ways that sales training results can be recorded and measured. Training evaluation may include skills and knowledge tests, behavioural changes, measurement of key performance indicators, customer surveys and ROI calculation. For more details on how we measure results, see 10 Ways to Measure the Effectiveness of a Training Programme.
At our first consultation with you, we’ll ask you for a lot of data including your average number of monthly enquiries, your conversion rate from enquiries to appointments, the number of appointments that result in paying customers, the average spend on products and services, the number of times your customers buy, and what your average margins on these products and services might be.
After gaining this data from you, we construct a model based on projections of results in the three months following training. We build this model based on our experience from over 10 years of observing real conversion rate increases at the enquiry and appointment stages.
We then provide you with predicted results for either telephone or personal selling training, based on the projected increase in conversion rates. Typically, our clients find that their conversion rates increase immediately after the training, with the biggest increase in conversions occurring during the 4-week period immediately following training.
After the completion of training we share the results of measured improvement with you in a detailed report that includes tracking conversion rates on a weekly basis following training.