Measuring the Success of Sales Training


Patti phillips headshot
co-founder and CEO, ROI Institute, Inc.
Webinar Recording Details
  • Date and Time
    Wed, Aug 23, 2023 at 11AM Pacific / 2PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.


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.

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).