Measuring the Success of Sales Training

Monday, July 29, 2013 11:00am - 12:00pm EDT  
Host: Association for Talent Development
By: Jack Phillips, Chairman, ROI Institute, Inc. and Patti Phillips, CEO, ROI Institute, Inc.

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It has never been more important to show examples of sales skills at work. The process to evaluate these skills is sometimes perceived as straightforward and routine, simply a matter of tracking the sales gains after the program has been conducted. But credibly measuring the success of sales training programs is a bit more involved than that. Jack and Patricia Phillips--experts in the practice of ROI measurement--have collected a new book of ROI case studies, with a focus on sales training programs. Join Jack and Patti as they present some of their findings and describe how to use the ROI Methodology to properly measure the results of sales programs.


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Jack Phillips
Jack Phillips

Chairman, ROI Institute, Inc.

As a world-renowned expert on accountability, measurement, and evaluation, Dr. Jack J. Phillips provides consulting services for Fortune 500 companies and major global organizations. The author or editor of more than 50 books, Phillips conducts workshops and makes conference presentations throughout the world. His expertise in measurement and evaluation is based on more than 27 years of corporate experience in the aerospace, textile, metals, construction materials, and banking industries. This background led Phillips to develop the ROI Methodology, a revolutionary process that provides bottom-line figures and accountability for all types of learning, performance improvement, human resource, technology, and public policy programs. His work has been featured in the Wall Street Journal, Businessweek, Fortune Magazine, and on CNN. Phillips also serves as president of ISPI 2012-2013. He is chairman of the ROI Institute, Inc., and can be reached at (205) 678-8101, or by email at jack@roiinstitute.net.

Patti Phillips
Patti Phillips

CEO, ROI Institute, Inc.

Dr. Patti Phillips is president and CEO of the ROI Institute and a recognized expert in measurement and evaluation. Clients include Fortune 500 companies, federal and state government agencies, and non-governmental organizations. She serves as faculty for the UN System Staff College in Turin, Italy, where she teaches the ROI Methodology and Results-Based Measurement. She also serves as professor of Practice for The University of Southern Mississippi's PhD in Human Capital Development program, and as Principal Research Fellow at The Conference Board.

Patti is author or editor of numerous books and articles on the topic of measurement, evaluation, and ROI. Her latest books include 10 Steps to Successful Business Alignment and Measuring ROI in Learning and Development, both co-authored with her husband Jack Phillips, and Measuring the Success of Coaching, with Jack Phillips and Lisa Ann Edwards.