Measuring ROI in Sales Training

Speakers

Patti smaller
President & CEO, ROI Institute, Inc.
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 President and CEO of ROI Institute, Inc., the leader in measurement, evaluation, and the use of ROI in learning and development.  She works with organizations in more than 60 countries around 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. 

Patti’s most recent books include The Business Case for Learning: Using Design Thinking to Deliver Results and Increase the Investment in Talent Development (HRDQ/ATD, 2017) and The Bottomline on ROI 3rd edition (HRDQ, 2017).


About Jack Phillips, Ph.D.

Former L&D manager, HR executive and bank president, Dr. Jack J. Phillips is chairman of the ROI Institute. World-renowned expert on accountability, measurement, and analytics and the author of more than 75 books, Phillips conducts workshops and presents at conferences throughout the world. Phillips has received several awards for his books and work. The Association for Talent Development gave him its highest award, Distinguished Contribution to Workplace Learning and Development for his work on ROI. The International Society for Performance Improvement, with whom Jack served as president in 2012-2013, presented Jack with its highest award, the Thomas F. Gilbert Award, for his contribution to human performance technology with the ROI Methodology. His work has been featured in the Wall Street Journal, BusinessWeek, and Fortune magazine. He has been interviewed by several television programs, including CNN. Phillips can be reached at jack@roiinstitute.net.

Recording

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Handouts

Handouts