New Hire Sales Training Measurement Strategies | Assessments

Measurement Strategy to Determine the Value of a New Hire Sales Training Program

Need	The new hire sales training program had always been centrally funded but the manager of the program wanted to provide an analysis of the return on investment (ROI) in the program. Current measurement techniques were attendance and Level One evaluations, which didn’t provide any measurement of the value of the program to the company. The manager of the program was looking for a value proposition to managers who were not sending new hires to the program, in order to increase the number of attendees to the program.
Solution	D+A created a measurement framework that included six levels, adding a Level Zero to Kirkpatrick’s Levels of Evaluation (bodies in seats) and an ROI level. Multiple measurements were suggested for each level.
Success Factors	Key success factors were: Analyzing and providing both low and high cost evaluations methods Creating the concept of a measurement framework for the inexperienced team
Result	The customer achieved these results: The program adopted this framework Developed a worldwide report to measure and report metrics back to field managers, General Managers, and upper management