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Good	  News:	  	  You’re	  already	  a	  measurement	  expert!	   What’s	  the	  poten=al	  ROI	  from	  .	  .	  .	  	  (p...
ASTD	  State	  of	  the	  Industry	  Reports	                                           ASTD	  Study	  #1	  	             ...
Bersin	  Research:	  	  Most	  Valuable	  Measures?	                                    ©	  2011	  Beyond	  ROI,	  Inc.	  ...
What	  is	  Measured	  Now?	              Bersin & Associates © November 2006                                           ©	...
Desired	  vs.	  Actual	  Measurement…	                                  ©	  2011	  Beyond	  ROI,	  Inc.	  •	  	  	  	  www...
Is	  there	  funding	  for	  measurement?	            82%	  say,	  “We	  should	           spend	  more	  –	  or	  much	  ...
“You’ve	  always	  known	  that	  well	  designed	         well	  implemented	  training	  can	    change	  lives	  and	  ...
Who	  do	  we	  work	  with?	  	  	   Over	  800	  assessment	  and	  measurement	  projects	  completed	  with…	         ...
Why	  measure	  Power	  Messaging?	    Reason	  #1:	  	  Capture	  Business	  Results	  from	  Power	  Messaging	        ...
The	  Science:	  	  What	  do	  we	  measure?	                              Cause	                                        ...
How	  do	  we	  get	  them	  to	  be	  honest?	                                           ©	  2011	  Beyond	  ROI,	  Inc.	...
©	  2011	  Beyond	  ROI,	  Inc.	  •	  	  www.getBeyondROI.com	     Page	  12	  	  
82%	  return	  (92	  of	  112)	  Leading	  Indicators:	  	  How	  much	  are	  they	  using	  it?	      Overall	  Power	  ...
82%	  return	  (92	  of	  112)	  Leading	  Indicators:	  	  Most	  used	  Power	  Messaging	  skills?	                    ...
82%	  return	  (92	  of	  112)	  Leading	  Indicators:	  	  Least	  used	  Power	  Messaging	  skills?	                   ...
What	  about	  the	  “Lagging	  Indicators?”	                            Cause	                                           ...
Lagging	  Indicators:	  	  64%	  Provided	  Success	  Stories	  (59	  of	  92	  parKcipants)	     PercepKons	  of	  Value	...
Reality	  Check®:	  	  Success	  Story	  Summary	   Financial	  Impact:	  	  A	  total	  of	  $51,418,000	  in	  closed	  ...
Reality	  Check®:	  	  Success	  Story	  Summary	       How	  were	  Success	  Stories	  captured?	  	  Similar	  to	  a	 ...
Comparisons:	  	  Leading	  and	  Lagging	  Indicators	                           Cause	                                  ...
82%	  return	  (92	  of	  112)	  Comparison	  #1:	  	  by	  Coaching	  .	  .	  .	  	      PowerView	  QuesKon:	  	  “Your	...
Comparison	  #1:	  	  Coaching	  and	  Skill	  ApplicaKon	    Basis	  for	  Comparison:	  	  Coaching	  Ac=vity	  (5	  ite...
Comparison	  #1b:	  	  Coaching	  and	  Skill	  ApplicaKon	      Basis	  for	  Comparison:	  	  Coaching	  Ac=vity	  (5	  ...
Comparison	  #2:	  	  by	  Skill	  ApplicaKon	  .	  .	  .	  	             Number	  of	  Par=cipants	                      ...
Comparison	  #2:	  	  Skill	  ApplicaKon	  and	  Closed	  Business	    Basis	  for	  Comparison:	  	  We	  compared	  par=...
Comparison	  #3:	  	  Skill	  ApplicaKon	  and	  New	  OpportuniKes	   Basis	  for	  Comparison:	  	  We	  compared	  par=...
Comments:	  	  How	  will	  Power	  Messaging	  impact	  your	  Career?	      “Power	  Messaging	  (Corporate	  Visions)	...
Appendix	  A	  ADDITIONAL	  RESULTS	  	                      ©	  2011	  Beyond	  ROI,	  Inc.	  •	  	  www.getBeyondROI.com...
82%	  return	  (92	  of	  112)	  Overall	  PercepKons	  of	  Power	  Messaging:	  	  Value	     Overall	  Value	  of	  Pow...
82%	  return	  (92	  of	  112)	  Overall	  PercepKons	  of	  Power	  Messaging:	  	  PracKcality	     Overall	  PracKcalit...
Industries	  we’ve	  gonen	  to	  know:	            high-­‐tech	                                                        ...
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Take the Guesswork Out of Measuring ROI for Sales Training Slide 1 Take the Guesswork Out of Measuring ROI for Sales Training Slide 2 Take the Guesswork Out of Measuring ROI for Sales Training Slide 3 Take the Guesswork Out of Measuring ROI for Sales Training Slide 4 Take the Guesswork Out of Measuring ROI for Sales Training Slide 5 Take the Guesswork Out of Measuring ROI for Sales Training Slide 6 Take the Guesswork Out of Measuring ROI for Sales Training Slide 7 Take the Guesswork Out of Measuring ROI for Sales Training Slide 8 Take the Guesswork Out of Measuring ROI for Sales Training Slide 9 Take the Guesswork Out of Measuring ROI for Sales Training Slide 10 Take the Guesswork Out of Measuring ROI for Sales Training Slide 11 Take the Guesswork Out of Measuring ROI for Sales Training Slide 12 Take the Guesswork Out of Measuring ROI for Sales Training Slide 13 Take the Guesswork Out of Measuring ROI for Sales Training Slide 14 Take the Guesswork Out of Measuring ROI for Sales Training Slide 15 Take the Guesswork Out of Measuring ROI for Sales Training Slide 16 Take the Guesswork Out of Measuring ROI for Sales Training Slide 17 Take the Guesswork Out of Measuring ROI for Sales Training Slide 18 Take the Guesswork Out of Measuring ROI for Sales Training Slide 19 Take the Guesswork Out of Measuring ROI for Sales Training Slide 20 Take the Guesswork Out of Measuring ROI for Sales Training Slide 21 Take the Guesswork Out of Measuring ROI for Sales Training Slide 22 Take the Guesswork Out of Measuring ROI for Sales Training Slide 23 Take the Guesswork Out of Measuring ROI for Sales Training Slide 24 Take the Guesswork Out of Measuring ROI for Sales Training Slide 25 Take the Guesswork Out of Measuring ROI for Sales Training Slide 26 Take the Guesswork Out of Measuring ROI for Sales Training Slide 27 Take the Guesswork Out of Measuring ROI for Sales Training Slide 28 Take the Guesswork Out of Measuring ROI for Sales Training Slide 29 Take the Guesswork Out of Measuring ROI for Sales Training Slide 30 Take the Guesswork Out of Measuring ROI for Sales Training Slide 31

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The why, what, and how of measuring the sales effectiveness and business impact of Power Messaging, Scott Watson of Beyond ROI.
Watch video of this presentation: http://conference.corporatevisions.com/new-measurement-tool/

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Take the Guesswork Out of Measuring ROI for Sales Training

  1. 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. 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. 3. Bersin  Research:    Most  Valuable  Measures?   ©  2011  Beyond  ROI,  Inc.  •        www.getBeyondROI.com   ©  2010  Beyond  ROI,  Inc.  • www.getBeyondROI.com   Page  3    
  4. 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. 5. Desired  vs.  Actual  Measurement…   ©  2011  Beyond  ROI,  Inc.  •        www.getBeyondROI.com   ©  2010  Beyond  ROI,  Inc.  • www.getBeyondROI.com   Page  5    
  6. 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. 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. 8. Who  do  we  work  with?       Over  800  assessment  and  measurement  projects  completed  with…   ©  2011  Beyond  ROI,  Inc.  •    www.getBeyondROI.com   Page  8    
  9. 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. 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. 11. How  do  we  get  them  to  be  honest?   ©  2011  Beyond  ROI,  Inc.  •    www.getBeyondROI.com   Page  11    
  12. 12. ©  2011  Beyond  ROI,  Inc.  •    www.getBeyondROI.com   Page  12    
  13. 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. 14. 82%  return  (92  of  112)  Leading  Indicators:    Most  used  Power  Messaging  skills?   ©  2011  Beyond  ROI,  Inc.  •    www.getBeyondROI.com   Page  14    
  15. 15. 82%  return  (92  of  112)  Leading  Indicators:    Least  used  Power  Messaging  skills?   ©  2011  Beyond  ROI,  Inc.  •    www.getBeyondROI.com   Page  15    
  16. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 28. Appendix  A  ADDITIONAL  RESULTS     ©  2011  Beyond  ROI,  Inc.  •    www.getBeyondROI.com   Page  28    
  29. 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. 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. 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    

The why, what, and how of measuring the sales effectiveness and business impact of Power Messaging, Scott Watson of Beyond ROI. Watch video of this presentation: http://conference.corporatevisions.com/new-measurement-tool/

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