Index
A
Accountability, for sales training
increases in
ROI as measure of
Acquisition costs
Action plans
Activity-based approach
Appendices, of detailed report
Application and implementation (Level 3)
case study examples of
data
key questions for
Application objectives, of sales training programs
B
Bad news
BCR. See Benefit-cost ratio
Benefit-cost ratio
Best practice meetings
Brochures
Business alignment
achieving of
process of
program evaluation
program objectives
stakeholder needs
Business impact (Level 4)
case study examples of
data
detailed report description of
importance of
isolating the effects of sales training programs applied to
key questions for
Business results
C
Canada Post case study
Case studies
Canada Post
communicating the results through
description of
Financial Services Firm
Future-Tel
Independent Financial Services Agency
McArthur Sp. z.o.o.
Multinational Automobile Company
National ABC Homebuilding
publishing of
Ricoh Production Print Solutions
Client, communicating the results to
Communication of results
audience considerations
brochures used for
case studies used for
electronic media used for
evaluation of
importance of
internal publications used for
media for
meetings used for
reasons for
reports used for. See Report(s)
Comparison group analysis
Conclusions section, of detailed report
Contamination, of control groups
Content validity
Control group design
Cost of quality, as standard value
Costs
of data collection methods
fully loaded
of sales training programs
Customer satisfaction
D
Data
application and implementation
business impact
failure to use
hard
intangible
learning
Level 1. See Level 1 data
Level 2. See Level 2 data
Level 3. See Level 3 data
Level 4. See Level 4 data
from participants
from participants’ managers
reaction and planned action
reporting of
soft
sources of
tangible
Data analysis
case study example of
conversion of data to monetary value. See Data conversion
description of
isolating the effects of sales training programs. See Isolating the effects of sales training programs
Data collection
case study examples of
from databases
description of
from executives
importance of
Level 1
Level 2
Level 3
Level 4
plan for
response rates for
from senior managers
sources of
timing of
Data collection methods
action plans
cost considerations
focus groups
interviews
overview of
performance records
questionnaires
reliability of
repeatability of
time requirements
utility of
validity of
Data conversion
case study examples of
description of
estimations for
external databases used in
external experts used in
historical costs used in
internal experts used in
linking of measures for
standard values used in
steps involved in
success factors
Databases
Detailed reports
Development of solutions costs
E
Electronic media, for communication of results
Employee engagement
Employees’ time, as standard value
Estimations, for data conversion
Evaluation
costs associated with
planning of
Evaluation framework, of ROI Methodology
Evaluation methodology section, of detailed report
Executive summary
Executives
Expert estimation, for isolating the effects of sales training programs
External databases
External experts
F
Financial Services Firm case study
Focus groups
Forecasting
advantages of
disadvantages of
isolating the effects of sales training programs through
sales training programs
Fully loaded costs
Future-Tel case study
G
General audience reports
H
Hard data
Historical costs, in data conversion
I
Impact objectives, of sales training programs
Implementation
In-person interviews
Independent Financial Services Agency case study
Initial analysis and assessment costs
Intangible benefits
Intangible data
Internal experts
Internal publications, for communication of results
Internet
Interviews
Isolating the effects of sales training programs
case study examples of
comparison group analysis for
expert estimation for
forecasting methods for
importance of
Level 4 application of
selecting techniques for
trend-line analysis for
K
Knowledge, skills, and abilities
L
Learning (Level 2)
case study examples of
data
key questions for
Learning and development team
Learning needs
Learning objectives, of sales training programs
Learning transfer
Level 1 data. See also Reaction and planned
action
application of
case study examples of
collection of
Level 2 data. See also Learning
application of
case study examples of
collection of
Level 3 data. See also Application and implementation
application of
case study examples of
collection of
Level 4 data. See also Business impact
application of
case study examples of
collection of
Level 5. See ROI (Level 5)
Likert-scale questions
M
Macro-level reporting
Macro-level scorecards
Maintenance and monitoring costs
Managers
communicating the results to
participants’, data from
sales training program support from
senior
Marketing programs
McArthur Sp. z.o.o. case study
Measures
conversion of, to monetary value
linking of
Meetings, for communication of results
Monetary value, converting data to
Multinational Automobile Company case study
N
National ABC Homebuilding case study
Need for the evaluation section, of detailed report
Need for the program section, of detailed report
O
Objectives, of sales training programs
Operating standards
Output to contribution, as standard value
Overhead costs
P
Participants
communicating the results to
data from
peers of
Participants’ managers
communicating the results to
data from
Payback period
Payoff needs
Payoff period
Peers, data from
Performance needs
Performance records
Pre-program forecasts
Preference needs
Priority setting
Q
Questionnaires
data collection use of
isolating the effects of sales training programs as focus of
R
Reaction and planned action (Level 1)
case study examples of
data
key questions for
Reaction objectives, of sales training programs
Reliability
Report(s)
detailed
executive summary
general audience
macro-level scorecards
single-page
Reporting of results
audience considerations
brochures used for
case studies used for
costs associated with
electronic media used for
evaluation of
importance of
internal publications used for
media for
meetings used for
reasons for
reports used for. See Report(s)
Results-based approach
Results section, of detailed report
Return on investment. See ROI
Ricoh Production Print Solutions case study
ROI
benefit-cost ratio versus
calculation of
case study example of
definition of
equation for
key questions for
ROI (Level 5)
calculation of
case study example of
ROI analysis plan
case study examples of
description of
key areas of
sample
ROI Methodology
benefits of
case applications and practice. See also Case studies
evaluation framework
in executive summary
guiding principles of
implementation of
operating standards
philosophy of
process model of
reporting. See Reporting of results
sales training benefits of
spending on sales training justified using
summary of
ROI objective, of sales training programs
ROI process
chain of impact in
data analysis
data collection
evaluation planning
model of
reporting
ROI studies
Canada Post case study
communicating the results of. See Communication of results
costs of
Financial Services Firm case study
Future-Tel case study
Independent Financial Services Agency case study
McArthur Sp. z.o.o. case study
Multinational Automobile Company case study
National ABC Homebuilding case study
Rico Production Print Solutions case study
S
Sales enablement
Sales executives
Sales professions
Sales training
accountability for
activity-based approach to
elements of
results-based approach to
ROI Methodology benefits for
Sales training program(s)
acquisition costs
application costs
business needs addressed in
costs of
development of solutions costs
evaluation costs
forecasting of
fully loaded costs of
implementation costs
initial analysis and assessment costs
input needs addressed in
intangible benefits of
isolating the effects of. See Isolating the effects of sales training programs
justifying spending on
learning needs addressed in
maintenance and monitoring costs
manager support for
objectives of
overhead costs
payoff needs addressed in
performance needs addressed in
preference needs addressed in
questions to ask before implementation of
reporting costs
for sales executives
stakeholder needs and
supervisor support for
support costs
support for
tangible benefits of
unsuccessful
Sales training program evaluation
business alignment and
data collection plan for
plan for
ROI analysis plan
Senior managers
Single-page reports
Soft data
Spending on sales training
Stakeholders
Standard values
Structured interviews
Support costs
T
Tangible data
360-feedback evaluation
Time
for control group comparisons
data collection methods
Trend-line analysis
U
Unstructured interviews
V
Validity
W
World-Class Sales Competency Model