Tips on measuring sales training effectiveness

When you invest in a training programme for your employees, you want to know that you’re getting the best value for money and that the training will deliver the results you need to drive your business in the right direction. Below, we’ve rounded up some top tips for measuring the effectiveness of your sales training.

Compare sales data

Perhaps the most obvious way to monitor the effectiveness of your sales training is to compare sales figures from before and after the training took place. Of course, you should compare the data over a set period, account for seasonality and special offers, and be sure to iron out any anomalies to find the most accurate results.

If for example, you find that your sales staff were significantly more productive and scored more sales in the weeks following your sales training, then it’s clear that the training had a positive impact on the sales team.

Monitoring the progress of the sales team for an extended period is most effective, however, as motivation levels can dwindle in the months following the training unless the knowledge from the sales training is reinforced and made part of the company culture. For this reason, in-house sales training is usually a more effective method, as employees will be able to practice their new skills immediately with real customers, rather than following notes from a generic sales training presentation.

Monitor engagement levels from employees

While the primary aim of sales training usually relates to improving the bottom line of your business and making your employees better at selling, engagement and job satisfaction are just as important. Sales teams have a high employee turnover, so to save money, you need to make sure that your employees are as happy as possible.

Investing in a training programme not only gives your employees more confidence in their abilities, but it shows that you recognise them as a valuable member of the team and want to help them progress and become better professionals.

You can monitor engagement levels from your employees by checking their productivity, absenteeism, and general office atmosphere. From this, you’ll be able to see how engaged and motivated your team is to learn and develop as professionals.

Surveys and exams

Another interesting way to monitor the effectiveness of your training is to conduct surveys to ask whether your staff learned something new at their training. The more enthusiastic your sales team are about the training, the more you should consider an investment.

Here at Frosch Learning, we’re sales training effectiveness specialists. Get in touch today to find out more about how our training programmes can transform your bottom line.