The document discusses measuring the potential return on investment (ROI) from various activities like haircuts, shoes, teeth brushing, ski lessons, and dinner dates. It encourages brainstorming which activity has the greatest potential ROI. It suggests that even small, everyday activities can provide returns if measured properly, as people are already experts in measurement from experiences in their daily lives.

1. Good
News:
You’re
already
a
measurement
expert!
What’s
the
poten=al
ROI
from
.
.
.
(pick
one
and
brainstorm)
 #1
-­‐
A
fabulous
haircut?
 #2
-­‐
A
really
nice
new
pair
of
shoes?
 #3
-­‐
Brushing
your
teeth?
 #4
-­‐
Snow
skiing
lessons?
 #5
-­‐
Dinner
and
movie
with
your
significant
other???
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
1

2. ASTD
State
of
the
Industry
Reports
ASTD
Study
#1
ASTD
Study
#2
100%
100%
91.3%
80%
74%
80%
60%
60%
53.9%
40%
31%
40%
22.9%
20%
14%
20%
8%
7.6%
2.1%
0%
0%
Level
1
Level
2 Level
3
Level
4
Level
5
Level
1
Level
2
Level
3
Level
4 Level
5
ReacKon
Learning
Behavior
Results
ROI
ReacKon
Learning
Behavior
Results
ROI
2004
Study
Notes:
Included
213
organiza=ons
represen=ng
the
2005
Study
Notes:
Included
18
Fortune
500
companies
broadest
range
of
size
and
industry.
Considered
by
ASTD
to
par=cipa=ng
in
ASTD’s
Benchmarking
Forum.
These
organiza=ons
accurately
represent
“the
U.S.
norm.”
represent
the
largest
and
most
complex
global
learning
organiza=ons.
Companies
measuring
at
“Level
5
ROI”
were
included
in
the
category
“Level
4
Results.”
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
2

3. Bersin
Research:
Most
Valuable
Measures?
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
©
2010
Beyond
ROI,
Inc.
• www.getBeyondROI.com
Page
3

4. What
is
Measured
Now?
Bersin & Associates © November 2006
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
©
2010
Beyond
ROI,
Inc.
• www.getBeyondROI.com
Page
4

5. Desired
vs.
Actual
Measurement…
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
©
2010
Beyond
ROI,
Inc.
• www.getBeyondROI.com
Page
5

6. Is
there
funding
for
measurement?
82%
say,
“We
should
spend
more
–
or
much
more
on
measurement”
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
©
2010
Beyond
ROI,
Inc.
• www.getBeyondROI.com
Page
6

7. “You’ve
always
known
that
well
designed
well
implemented
training
can
change
lives
and
grow
the
business…”
Now
you
can
prove
it.®
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
7

8. Who
do
we
work
with?
Over
800
assessment
and
measurement
projects
completed
with…
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
8

9. Why
measure
Power
Messaging?
 Reason
#1:
Capture
Business
Results
from
Power
Messaging
– how
are
we
growing
people?
– how
are
we
growing
the
business?
 Reason
#2:
Accountability
for
Execu=on
– for
actually
using
new
knowledge,
skills,
and
process
– for
manager
involvement
 Reason
#3:
Feedback
for
Coaching
to
Power
Messaging
– simple
– relevant
– ac=onable
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
9

10. The
Science:
What
do
we
measure?
Cause
Effect
“How
much
is
Linked
to…
“How
much
does
it
used?”
it
help?”
Leading
Indicators
(surveys)
Lagging
Indicators
(your
metrics)
 use
of
19
Power
Messaging
skills,
 Success
Stories
–
with
actual
customers
processes,
and
tools
 Pipeline
growth
 5
coaching
ac=vi=es
 Performance
against
plan
 9
support
and
reinforcement
 Deal
size,
Margin,
Volume,
etc.
ac=vi=es
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
10

11. How
do
we
get
them
to
be
honest?
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
11

12. ©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
12

13. 82%
return
(92
of
112)
Leading
Indicators:
How
much
are
they
using
it?
Overall
Power
Messaging
Applica=on:
70.1%
(excluding
Coaching)
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
13

14. 82%
return
(92
of
112)
Leading
Indicators:
Most
used
Power
Messaging
skills?
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
14

15. 82%
return
(92
of
112)
Leading
Indicators:
Least
used
Power
Messaging
skills?
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
15

16. What
about
the
“Lagging
Indicators?”
Cause
Effect
“How
much
is
Linked
to…
“How
much
does
it
used?”
it
help?”
Leading
Indicators
(surveys)
Lagging
Indicators
(your
metrics)
 use
of
19
Power
Messaging
skills,
 Success
Stories
–
with
actual
customers
processes,
and
tools
 Pipeline
growth
 5
coaching
ac=vi=es
 Performance
against
plan
 9
support
and
reinforcement
 Deal
size,
Margin,
Volume,
etc.
ac=vi=es
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
16

17. Lagging
Indicators:
64%
Provided
Success
Stories
(59
of
92
parKcipants)
PercepKons
of
Value
in
the
Success
Story:
“Overall,
how
much
did
your
use
of
the
principles,
tools,
and
skills
from
Power
Messaging
contribute
to
your
SUCCESS
in
this
par=cular
sales
situa=on?”
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
17

18. Reality
Check®:
Success
Story
Summary
Financial
Impact:
A
total
of
$51,418,000
in
closed
business
and
$135,540,000
in
new
poten=al
business
was
reported
in
48
success
stories
with
specific
examples
of
how
Power
Messaging
was
used
in
the
sales
process.
Number
Closed
New
Impact
of
Power
Messaging
Total
Factored
of
Stories Business
OpportuniKes on
Success Value
4
$9,200,000
$11,450,000
“made
all
the
difference”
-­‐
100%
$20,650,000
21
$19,718,000
$69,600,000
“made
a
significant
difference”
-­‐
75%
$66,988,500
19
$21,250,000
$51,790,000
“made
some
difference”
-­‐
50%
$36,520,000
3
$1,250,000
$2,500,000
“made
a
likle
difference”
-­‐
25%
$937,500
1
$0
$200,000
“made
no
difference,
or
worse”
-­‐
0%
$0
48 $51,418,000 $135,540,000 $125,096,000
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
18

19. Reality
Check®:
Success
Story
Summary
How
were
Success
Stories
captured?
Similar
to
a
behavioral
interview,
the
RealityCheck
success
stories
enable
par=cipants
to
provide
a
single
specific
example
of
a
=me
when
they
used
Power
Messaging
with
an
actual
customer.
What
do
the
numbers
mean?
Success
Stories
are
simply
a
way
to
LINK
applica=on
and
results.
Because
we
asked
about
only
one
opportunity
per
par=cipant,
these
totals
do
NOT
represent
the
full
impact
of
the
Power
Messaging
program.
Totals
were
gathered
according
to
these
conservaKve
standards:
 If
a
range
of
values
was
provided
in
the
success
story,
we
used
the
lowest
number
(e.g.,
one
par=cipant
reported
“35K
-­‐
100K
closed”
then
$35,000
was
counted).
 If
we
did
not
see
clear
evidence
of
the
Power
Messaging
principles,
skills,
and
strategies
in
the
RealityCheck™
success
stories,
the
revenue
was
NOT
included.
 We
encourage
you
to
do
a
“spot
check”
on
a
handful
of
success
stories
to
verify
the
closed
and
poten=al
revenue
amounts
provided
by
par=cipants
to
verify
accuracy.
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
19

20. Comparisons:
Leading
and
Lagging
Indicators
Cause
Effect
“How
much
is
Linked
to…
“How
much
does
it
used?”
it
help?”
 Comparison
#1
–
How
does
coaching
impact
Power
Messaging
usage?
 Comparison
#2
–
How
does
higher
Power
Messaging
usage
correlate
with
larger
sales?
 Comparison
#3
–
How
does
higher
Power
Messaging
usage
correlate
new
opportuniKes?
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
20

21. 82%
return
(92
of
112)
Comparison
#1:
by
Coaching
.
.
.
PowerView
QuesKon:
“Your
mastery
of
Power
Messaging
skills
and
principles
will
con=nue
to
improve
over
=me,
especially
when
you
apply
them
regularly
with
a
helpful
coach,
and
take
advantage
of
the
available
reinforcement
content.”
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
21

22. Comparison
#1:
Coaching
and
Skill
ApplicaKon
Basis
for
Comparison:
Coaching
Ac=vity
(5
items)
compared
to
each
par=cipant’s
applica=on
of
Power
Messaging
skills
(19
items).
Both
scales
run
from
0-­‐100%
of
the
=me.
StaKsKcal
Significance:
The
rela=onship
between
manager
involvement
and
skill
usage
is
sta=s=cally
significant,
where
Student’s
T-­‐test
=
6.119,
confidence
interval
of
p
<
0.028
@
84
d.f.
(two-­‐tailed
test,
type
1
error,
95%
confidence
interval).
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
22

23. Comparison
#1b:
Coaching
and
Skill
ApplicaKon
Basis
for
Comparison:
Coaching
Ac=vity
(5
items)
compared
to
each
par=cipant’s
applica=on
of
Power
Messaging
skills
(18
items).
Both
scales
run
from
0-­‐100%
of
the
=me.
StaKsKcal
Significance:
The
rela=onship
between
manager
involvement
and
skill
usage
is
sta=s=cally
significant,
where
Student’s
T-­‐test
=
6.638,
confidence
interval
of
p
<
0.01
@
86
d.f.
(one-­‐tailed
test,
type
1
error).
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
23

24. Comparison
#2:
by
Skill
ApplicaKon
.
.
.
Number
of
Par=cipants
“Low
“High
Adopters”
Adopters”
0%
25%
50%
75%
100%
“Never”
“Rarely”
“Some=mes”
“Frequently”
“Always”
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
24

25. Comparison
#2:
Skill
ApplicaKon
and
Closed
Business
Basis
for
Comparison:
We
compared
par=cipants
with
“above”
vs.
“below
average”
applica=on
of
19
Power
Messaging
skills
to
closed
business,
as
captured
in
in
48
Success
Stories.
StaKsKcal
Significance:
The
rela=onship
between
skill
usage
and
closed
business
is
sta=s=cally
significant,
where
Student’s
T-­‐test
=
3.426,
confidence
interval
of
p
<
0.002
@
28
d.f.
(two-­‐tailed
test,
type
1
error,
95%
confidence
interval).
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
25

26. Comparison
#3:
Skill
ApplicaKon
and
New
OpportuniKes
Basis
for
Comparison:
We
compared
par=cipants
with
“above”
vs.
“below
average”
applica=on
of
19
Power
Messaging
skills
to
new
opportuni=es,
as
captured
in
in
48
Success
Stories.
StaKsKcal
Significance:
The
rela=onship
between
skill
usage
and
new
opportuni=es
is
sta=s=cally
significant,
where
Student’s
T-­‐test
=
4.882,
confidence
interval
of
p
<
.01
@
44
d.f.
(two-­‐tailed
test,
type
1
error,
95%
confidence
interval).
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
26

27. Comments:
How
will
Power
Messaging
impact
your
Career?
 “Power
Messaging
(Corporate
Visions)
is
not
just
a
course
that
you
take
like
a
SPIN
selling
or
any
other
sales
course
we
have
all
taken.
This
is
something
that
if
you
truly
embrace
it
will
change
not
only
you,
but
your
customers
and
anyone
you
deal
with
in
life.
I
am
not
the
same
Account
Manager
I
was
before
this
course
and
I
am
on
a
different
Career
path
than
I
was
before
(In
a
Good
Way).”
 “Best
training
and
program
we
have
ever
had
and
used
-­‐
very
pracPcal
and
relevant.
Can
only
make
me
a
beQer
salesperson.”
 “It
has
definitely
made
me
a
beQer
sales
rep
in
the
eyes
of
my
customers.
Larger
sales.
I
feel
it
was
the
best
applicable
training
I
have
received
in
5
years.”
 “It
just
creates
a
whole
new
way
of
thinking
as
I
prepare
for
and
execute
meePngs
with
customers.
I
think
it
helps
us
think
outside
the
box
and
posiPon
ourselves
different
that
our
compePPon
in
life
and
sales.
I
think
it
helps
us
see
the
whole
picture
in
all
that
we
do.”
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
27

28. Appendix
A
ADDITIONAL
RESULTS
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
28

29. 82%
return
(92
of
112)
Overall
PercepKons
of
Power
Messaging:
Value
Overall
Value
of
Power
Messaging:
“Overall,
how
VALUABLE
are
the
principles,
techniques,
and
skills
in
Power
Messaging
to
you
in
your
role?”
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
29

30. 82%
return
(92
of
112)
Overall
PercepKons
of
Power
Messaging:
PracKcality
Overall
PracKcality
of
Power
Messaging:
“Overall,
how
PRACTICAL
are
the
Power
Messaging
tools
and
messages
to
you
in
your
role?”
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
30

31. Industries
we’ve
gonen
to
know:
 high-­‐tech
 transporta=on
 telecom
 insurance
 financial
and
business
services
 media
 energy
and
petrochemical
 commercial
real
estate
 manufacturing
 M&A,
venture
capital
 consumer
packaged
goods
 churches,
schools,
and
prisons
 pharmaceu=cals
 medical
equipment
©
2011
Beyond
ROI,
Inc.
•
www.getBeyondROI.com
Page
31