Summary
This document is a checklist for measuring the effectiveness of sales training programs. It outlines pre-training setup requirements, including defining business objectives, aligning metrics with training content, and ensuring systems are in place to capture baseline data. The checklist emphasizes the importance of selecting both lead and lag metrics that correspond to training objectives. Lead indicators are defined as predictive measures that indicate the adoption of training, such as sales skill progress and customer feedback. In contrast, lag indicators are outcome-based measures reflecting the training's impact on business performance, including sales revenue and customer retention rates. Additionally, the document addresses stakeholder alignment and optimization strategies, such as establishing success milestones and utilizing dashboards for tracking progress. It concludes with next steps for reviewing metrics and adjusting training based on performance data.
