How will I know the sales training has been successful?

Everyone has their own definition of success, which may be in terms of measurable results or more abstract criteria. Sales training, by nature, can be evaluated in a fairly simple way and results can be measured easily in order to calculate the business impact and return on investment.

We use five levels of sales training evaluation after the completion of a session:

1. Did the participants like it?

2. Did the participants learn from it?

3. Did the participants change their behaviour as a result of it?

4. Did the participant’s change in behaviour result in business impact?

5. Did the business impact result in a return on investment?

The process of evaluating sales training is important both for the training provider and for the client. We evaluate all our training sessions in order to track our success rates and identify areas for improvement and we share all results from evaluation with our clients as they are measured. In this way, our clients know that their training has been successful without having to carry out any evaluation of their own.

1. Did the participants like it?

 We assess this criterion by asking participants to complete a survey immediately following the training session. Providing training that is enjoyable as well as useful is one of our major aims and we use feedback from these surveys to improve on future sessions.

2. Did the participants learn from it?

Increased knowledge is measured by a recall test in the week following training. Poor results in this test do not necessarily indicate that the training failed but that a review of the material may be helpful.

3. Did the participants change their behaviour as a result of it?

Behaviour changes are measured by observing members of staff in sales transactions and mystery calls within the 4-week period following the training. Their behaviour and performance is compared to observations made prior to training in order to determine if changes have occurred. 

4. Did the participant’s change in behaviour result in a business impact?

We measure business results on a weekly basis to identify improvements. This may be an increase in call or appointment conversions, or other figures, depending on the individual company.

5. Did the business impact result in a return on investment?

To calculate return on investment, incremental sales (that is those that can be attributed to training) are measured against sales that did not occur as a result of the training and an ROI calculation is performed on the resulting figures.

successful_sales_training-300x200

Ideally, successful sales training should result in a definitive “yes” for each of these questions. We aim to provide the best training experience possible and this requires delivering a training session that is informative and enjoyable as well as delivering business results.

 

 

 

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What our clients say…

“In a matter of weeks, we already saw results with LiveseySolar. Far before we were even finished with our project.”

Erik Chotiner, MD, FACS, Ophthalmologist

“The whole group has been very, very professional. We’re quite early in the stages, but we can see the benefits.”

Dr Nick Mantell , MBChB FRANZCO

“They’re very professional. They know what they’re doing, but they also put us at ease. This helped us to cut through what’s needed to get what we want.”

Mr Praveen Patel, MA (Cantab), MB BChir (Cantab), FRCOphth, MD (Res)

“It’s wonderful to work with an agency that engages on our level and understands our market.”

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Meet our Founders

We’re passionate about helping leaders of high-quality, growth-minded practice owners double their revenue

Rod Solar

Founder & Fractional CMO

Rod co-founded LiveseySolar and acts as a Fractional CMO for our customers. He’s on a mission to help transform the lives of 10,000 people with vision correction surgery by 2024. To achieve that, he inspires his customers to make confident decisions that will help 50,000 people take the first step towards vision correction.

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LiveseySolar completely transformed the way we were approaching this… We’ve gone from having just the dream of having a practice to having a practice up and running with people making inquiries and booking for procedures… It’s extremely pleasing. We feel lucky we connected with LiveseySolar.

— Dr Matthew Russell, MBChB, FRANZCO, specialist ophthalmic surgeon and founder of VSON and OKKO

Laura Livesey

Founder & CEO

Laura Livesey is the co-founder & CEO of LiveseySolar. She has developed powerful refractive surgery marketing systems that increase patient volumes and profits for doctors, clinics, and hospitals, since 1997.

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Rod and Laura know as much about marketing surgery to patients as I know about performing it. They are an expert in the field of laser eye surgery marketing. They know this industry inside out. I believe that they could help many companies in a variety of areas including marketing materials, sales training and marketing support for doctors.

— Prof. Dan Reinstein, MD MA FRSC DABO, founder of the London Vision Clinic, UK