Measuring ROI in Sales Training

Speakers

Patti phillips headshot
co-founder and CEO, ROI Institute, Inc.
Jack phillips headshot
Chairman, ROI Institute
Webinar Recording Details
  • Date and Time
    Tue, Aug 08, 2017 at 11AM Pacific / 2PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.

Handouts


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., a former electric utility market research director, is the co-founder and CEO of ROI Institute, Inc., a US-based consulting firm that serves for-profit, not-for-profit, government, and non-governmental organizations in 70 countries as they build capability in measurement, evaluation, and human capital analytics using the ROI Methodology®. 

An internationally recognized leader in measurement and analytics, Patti is routinely invited to speak at industry conferences worldwide and contributes to the growing amount of research in human capital and human capital analytics. Her expertise is documented in over 50 published books. Her work has been cited on CNBC, Euronews, and National Geographic and published in over a dozen business journals. She is a thought partner to research organizations such as The Conference Board and the Institute for Corporate Productivity.  

She received the 2022 Association for Talent Development (ATD) Thought Leader Award and the 2019 Center for Talent Reporting Distinguished Contributor Award. In 2019, she was named among the top fifty coaches globally by the Thinkers50 organization and named a finalist for the Marshall Goldsmith Distinguished Achievement Award for Coaching. Patti serves as the chair of the Institute for Corporate Productivity (i4cp) People Analytics Board, Senior Adviser for The Conference Board, board chair for the Center for Talent Reporting (CTR), board member of the International Federation of Training and Development Organizations (IFTDO), and board member of the International Society for Performance Improvement (ISPI).


About Jack Phillips, Ph.D.

Dr. Jack J. Phillips, a world-renowned expert on accountability, measurement, and evaluation, is chairman of ROI  Institute, Inc. Phillips provides consulting services for Fortune 500 companies and major global organizations. He has been directly involved in conducting more than 200 ROI studies and has trained more than 5,000 managers and professionals to conduct evaluation studies. The  author or editor of more than 100 books, he conducts workshops and presents at conferences globally. His most recent book is ROI in Marketing: The Design Thinking Approach to Measure, Prove, and Improve the Value of Marketing (McGraw-Hill, 2021).

Phillips has received several awards for his books and work. The American Society for Training and Development  gave him its highest award, Distinguished Contribution to Workplace Learning and Development for his work on  ROI. 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 served as President of the International Society for Performance Improvement in 2012-2013.