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Leveraging Mobile Learning for Sales Enablement

Mobile Readiness Checklist
December 01, 2013 | Tool

Is your team mobile ready? Use this checklist to determine whether you have the support and preparation you need to begin a mobile learning initiative.

Measuring the Success of Sales Training

Chapter 1: The Opportunity—The Basics of Measuring ROI in Sales Training
Patti P. Phillips, Jack J. Phillips | February 28, 2013 | Book Chapter

This chapter introduces the concept of the ROI Methodology, which is a systematic and logical process with conservative standards that is being used by over 4,000 organizations. The process collects and generates six types of data: reaction, learning, application, impact, ROI, and intangibles. It also includes techniques to isolate the effects of the sales training or enablement program on the impact data, such as sales, new accounts, and market share.

Measuring the Success of Sales Training

Chapter 7: Account Manager Development for a Technical Training Center (Case Study)
Patti P. Phillips, Jack J. Phillips | February 28, 2013 | Book Chapter

The Technical Center for Training (TCT) used to have a unique status as a technical training center until many players started to enter the market and target its main customers. Seeing the changes taking place in the market, and as a step to better tune its performance to clients’ needs, TCT started a new initiative, Account Management (AM), whereby a special team of qualified training professionals would be trained on selling skills and assigned the responsibility of following up on a number of clients.

Measuring the Success of Sales Training

Chapter 3: ROI Analysis—Isolating the Effects of Sales Training
Patti P. Phillips, Jack J. Phillips | February 28, 2013 | Book Chapter

This chapter discusses the various important aspects of ROI analysis. After following the steps in chapter 2 to collect data, it is important to analyze the data in a credible way. Perhaps the most important aspect of analysis is the isolation of the effects of the sales training program on the data. It is crucial to know how this particular program affected the data, outside of other influences. Another important part of data analysis is the conversion of data to monetary value. Various methods are discussed. Finally, the chapter discusses intangible benefits, or those not converted to monetary values. All of these items are critical in the ROI analysis.

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