Evaluator Programme
Many people think that sales training is easy to measure: more sales = good training. In practice, if your sales cycles are long and complex, it can be very difficult to measure the impact and value of a sales training programme.
The Sales Training Evaluator Programme (STEP) is an essential part of evaluating the effectiveness of sales training. STEP is based around a clear sales process (if you haven’t got one then please look at our Consultative Selling Workshop), and provides both highly accurate training needs analysis and a straightforward process to measure success, even where sales cycles are long and complex.
What's Involved
- Our consultant will work with a small team from your organisation to gather the required evaluation data
- The team from your organisation is likely to include the Sales Director, the Training Manager, the project sponsor and one or two delegates from the sales team
- Stage One — interviews with each of the team members to establish outcomes (this could include a survey to a larger number of delegates depending on project size)
- Stage Two — consultant-led workshops creating models of excellence against which future performance can be modelled
- Stage Three — evaluation reports delivered by The ROI Academy™
- Stage Four (optional) — license and setup of tools for ongoing in-house evaluation
Benefits
The programme will:- create a template of the ‘ideal’ sales person for your organisation
- identify clearly the skill differences between high performers and the rest
- assess sales people’s current skills against that required for each stage of the sale, both individually and in teams
- specify how to move all your sales people closer to the ‘high performers’
- track increase in skills during the programme both individually and in teams
- use The ROI Academy™ tools and techniques to estimate and measure the actual value of your sales training even where sales cycles are long and complex
- provide web-based reporting tools, easily downloaded into management reports – simplifying your reports
Contact us by email or by phone +44 (0)1491 411544 to discuss how we can work with you!
