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What we measure matters

How to assess Return on Investment

Published in Customer Experience Magazine

For anyone involved in learning programmes, how to assess Return on Investment (ROI) is a constant question and correctly so. If we can’t prove that what we are doing is having a quantifiable benefit then perhaps we shouldn’t be doing it! But what is the quantifiable benefit?

Tony shares views on the importance for trainers and developers to concentrate on the things which can be influenced, can be measured effectively, and have a validated impact on performance. Tony explores the two key areas to consider in order for organisations to effectively measure ROI:

  • Focus on measuring what is actually important and has a proven direct link to success – at Huthwaite we focus on behavioural skills which distinguish an average seller/ negotiator from a skilled one.
  • The positive affect the process of measuring the implementation of these skills and behaviours has on the learning process for those participating in the training.
View article
Related download

Do you need better outcomes from major sales opportunities? Download the free Whitepaper and identify your own areas for improvement. Compare the skills and tactics used by successful sellers compared to those who are average performers.

Further reading

How to assess a training design
By Huthwaite International | October 26, 2017

How to plan a global sales transformation – 6 steps to success
By Anna Home | June 29, 2017

Sales academy drives profitable growth at Rezidor
By Huthwaite International | July 8, 2015