ROI in Sales Training - KPI

Using Sales Key Performance Indicators KPI to track ROI in Sales Training

When management teams decide to proceed forward with sales training, The CxO Group, LLC always recommends our clients look at Sales Key Performance Indicators (KPI).

KPI is a means to manage your sales team by business metrics. A KPI example in the sales process might be how many times you convert a cold call to a first appointment, or how many first appointments are converted to an executive briefing session or demonstration.  Perhaps your firm may track how many proposals it takes to get one new customer or the sales cycle in number of days.

Whatever the case, when identifying the KPI's, ensure that they are relevant and can accurately be measured. This allows you to produce a balanced scorecard that will provide a realistic picture of the results of your sales training.

Companies with the strongest sales teams generally have at least one element in common. In each of these organizations, the senior management team has made a personal commitment to sales training and sales support. These executives don't view sales training as an expense; they view it as an investment.  

Using the above methodology, sales training is no longer 'un-accountable' and 'un-measurable'. Sales Training ROI can be readily monitored and management understands where performance is coming from and where remedial attention is needed.