Measuring ROI in Sales Training

Speakers

Patti smaller
CEO, ROI Institute
Jack phillips
Chairman, ROI Institute, Inc.
Webinar Recording Details

Description

According to ATD’s 2016 State of Sale Training report, organizations spend an average of $954,070 per year on sales training. One of the top three barriers to making it work is the inability to tie training to sales performance. This webinar offers steps you can take to demonstrate how your training is driving sales performance and the value that performance adds to the organization. Join Jack and Patti as they describe how the ROI Methodology is applied to sales training.

During the webinar, you will learn:
 
  • How to isolate the effects of training on sales performance
  • How to convert improvement in sales to monetary benefits
  • What costs to include when developing the fully-loaded cost
  • How to calculate the ROI in sales training
 
Following the webinar, participants will receive an application guide and a case study describing a simple application of the process to sales training.






    

About Patti Phillips, Ph.D.

Patti P. Phillips, Ph.D. is CEO of ROI Institute, Inc., the leader in measurement, evaluation, and the use of ROI in learning and development. The author or editor of more than 75 books, Patti conducts workshops and presents at conferences throughout the world. Patti serves on the board of Center for Talent Reporting and is an ATD CPLP Certification Institute Fellow. She also serves on the faculty of the UN System Staff College in Turin, Italy, and The University of Southern Mississippi’s Ph.D. in Human Capital Development program, where she helps human resources and learning practitioners develop capability in measurement, evaluation, and human capital analytics. Her work has been featured on CNBC, EuroNews, and in over a dozen business journals.  

About Jack Phillips, Ph.D.

Jack J. Phillips, Ph.D., chairman of the ROI Institute, is a world-renowned expert on accountability, measurement, and evaluation. Phillips provides consulting services for Fortune 500 companies and major global organizations. The author or editor of more than 75 books, he conducts workshops and presents at conferences throughout the world. Phillips has received several awards for his books and work. The Society for Human Resource Management presented him an award for one of his books and honored a Phillips ROI study with its highest award for creativity. The American Society for Training and Development gave him its highest award, Distinguished Contribution to Workplace Learning and Development for his work on ROI. Jack and his wife Patti Phillips were the first recipients of the Center for Talent Reporting’s Distinguished Contributor Award. This award recognized their outstanding and significant contributions in the measurement and management of human capital. Jack’s work has been featured in the Wall Street Journal, BusinessWeek, and Fortune magazine. He has been interviewed by several television programs, including CNN. 

Recording

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Handouts

Handouts



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