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Measuring ROI in a Sales Program: A Web-Based Learning Solution

Financial Services Company

Lizette Zuniga

Abstract

This case study focuses on the ROI of an e-learning sales program. Several aspects of this project warrant sharing it with others. It includes competency modeling, competency assessment, and evaluation components for the sales academy at a large midwestern company in the financial services industry, all while undergoing a large merger integration. The learning group enlisted the assistance of an external consultant to provide consultation for the competency development and evaluation aspects. This study outlines the business need ...

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