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

Patti P. Phillips, Ph.D., 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 books published by McGraw-Hill, Wiley, Kogan-Page, Berrett-Koehler, and other major publishing houses. Her work has been cited on CNBC, Euronews, and National Geographic and published in more than a dozen business journals. She is a thought partner to organizations such as The Conference Board, the Institute for Corporate Productivity, and Cognota. 

She is the recipient of 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 vice chair and finance committee member of the United Nations Institute of Training and Research (UNITAR) board of trustees; chair of the Institute for Corporate Productivity (i4cp) People Analytics Board; Senior Advisor for The Conference Board; board member of the International Federation of Training and Development Organizations (IFTDO), and board member of the International Society for Performance Improvement (ISPI).

Patti can be reached at patti@roiinstitute.net.

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.