A 2020 Southern New Hampshire University study found that sales training can deliver a 353% return on investment. This study has been cited numerous times by others who want a quick data point to make the case for investing in sales training. Sadly, these citations lack context, process, or standards, leaving some readers questioning the reliability of the data. So, how do you demonstrate the ROI of sales training in a credible, reliable way? What does ROI mean, and what doesn't it mean? Finally, while there is little you can do to prevent others from taking your ROI out of context, how can you report ROI in such a way that the audience that matters knows the complete story?

This session will describe how you can demonstrate the ROI in sales training. It will feature an ROI study on a sales training program that delivered 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.