What we measure matters

How to assess Return on Investment

Published in Customer Experience Magazine

For anyone involved in learning programmes, how to assess Return on Investment (ROI) is a constant question and correctly so. If we can’t prove that what we are doing is having a quantifiable benefit then perhaps we shouldn’t be doing it! But what is the quantifiable benefit?

Tony shares views on the importance for trainers and developers to concentrate on the things which can be influenced, can be measured effectively, and have a validated impact on performance. Tony explores the two key areas to consider in order for organisations to effectively measure ROI:

  • Focus on measuring what is actually important and has a proven direct link to success – at Huthwaite we focus on behavioural skills which distinguish an average seller/ negotiator from a skilled one.
  • The positive affect the process of measuring the implementation of these skills and behaviours has on the learning process for those participating in the training.
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SPIN® Selling – an ROI evidence study

Seven companies share their ROI stories and how they improved performance, changed behaviour and transformed fortunes. This report is important reading for anyone evaluating their company’s sales performance and / or considering a skills improvement programme.

Download Report

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By | 2017-10-10T10:24:18+00:00 September 21st, 2016|Categories: Learning & Development, L&D articles|Tags: |