Designing Virtual Sales Training to Deliver Impact and ROI


Patti smaller
CEO, ROI Institute, Inc.
VP, Growth, Allego
Webinar Recording Details
  • Date and Time
    Tue, Sep 21, 2021 at 11AM Pacific / 2PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.



Today, more than ever, there is a need to ensure that virtual training works to improve organizational outcomes. Because of the surge in work-at-home arrangements and travel restrictions caused by the global pandemic, most learning shifted to virtual learning without the benefit of careful planning or preparation. This shift requires program owners to design virtual training with desired outcomes in mind and demonstrate that the virtual format works.
Studies show that organizations typically measure learning at the reaction level (was it enjoyable) and knowledge level (how much knowledge was transferred), but struggle to measure virtual learning at the application level (are learners using what they learned) and impact level (did the learning have any business impact). Rarely do they make it to the ROI level.

To secure the support and funding that virtual learning needs, it must deliver business results and occasionally, ROI. This session highlights an ROI study that shows how virtual learning delivered business value in terms that executives,  sponsors, and funders appreciated and understood.
This session explains how sales leaders and sales enablement leaders can ensure that technology-based sales training will deliver desired results by applying principles that focus on delivering application and impact with virtual training.

After attending this session, participants should be able to: 
  1. Identify the five levels of outcomes from virtual training
  2. Describe why virtual training fails to deliver application and impact
  3. Explain the need to deliver impact and ROI for selected virtual training programs
  4. Design virtual training to deliver application, impact, and ROI
  5. Plan next steps to ensure virtual training delivers business value

About Patti Phillips, Ph.D.

Since 1997, Patti Phillips has been a driving force in the global adoption of the ROI Methodology and the use of measurement and evaluation to drive organization improvement. A former electric utility market research director, Patti has been featured on CNBC, EuroNews, and in more than a dozen business journals. Her work as an educator, researcher, consultant, and coach supports practitioners as they develop expertise to help organizations and communities thrive. Her work spans private sector, public sector, nonprofit, and nongovernmental organizations. Patti is author, coauthor, or editor of over 75 books and dozens of articles focused on measurement, evaluation, accountability, and ROI.

Patti can be reached at

About Chester Liu, Ph.D.

Chester Liu is currently VP, Growth at Allego, the leading all-in-one modern sales enablement platform.  At Allego, Chester is responsible for generating new business.  He is one of the few sales leaders who has followed an atypical career path from marketing to sales enablement to sales leadership.  He has delivered on consistent revenue growth quarter after quarter by applying the principles of qualitative and quantitative sales enablement to his team.
Prior to Allego, Chester was responsible for starting sales enablement teams from scratch at three high tech companies ranging from startups to Fortune 500.  He is an active member of the Sales Enablement Society and promotes sales and marketing alignment through customer engagements and consulting opportunities.

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