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Measuring the Success of Sales Training by Patricia Pulliam Phillips, Jack J. Phillips

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4 Reporting and Using ROI Data

THE IMPORTANCE OF REPORTING RESULTS

After the analysis has taken place, perhaps the most important step in the ROI process model is communicating the results of the evaluation to stakeholders. The results from the study will not provide insight into the effectiveness of the training program, help secure funding for future programs, or build credibility for the ROI Methodology unless they are properly communicated to the appropriate stakeholders.

This final step in the ROI Methodology is critical. Evaluations of sales training programs are essentially useless if the results are never communicated. Communicating the evaluation results of the sales training program allows for improvement and provides the necessary ...

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