3 ROI Analysis
ISOLATING THE EFFECTS OF SALES TRAINING
In order for the data collected during the data collection phase to be credible and usable, it must be analyzed. When using the ROI Methodology, data analysis should include the isolation of program effects on the data, calculation of fullyloaded program costs, conversion of data to monetary values when appropriate, and the ROI calculation.
Isolating the effects of a sales training or enablement program on business impact data is one of the most challenging, yet necessary, steps in the ROI Methodology. When addressed credibly, this step links learning from sales training directly to business impact.
Other Factors Are Always Present
In almost every situation, multiple factors affect business ...
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