Allegories Blog

Sales Training ROI: Measuring Revenue Growth

Fourth in a series of posts about the ROI of sales training Hard cost savings provide the most concrete and easy to quantify ROI for sales learning technology. But we hire sales reps to bring home the bacon, not save on beans! Sales leaders invest in mobile video sales learning platforms primarily to boost the revenue their reps produce. So savvy sales training and sales enablement pros looking to prove the value of their work must show how they move the revenue needle. Measuring revenue impact takes more work than capturing cost savings,... Continue Reading

Reinvent Sales Training or Risk Wholesaler Irrelevance

The asset management industry’s ongoing evolution is creating significant change for distribution leaders.  Fund wholesalers in particular are under enormous pressure. A recent Ignites newsletter article ‘Wholesale Change: Skilled People ‘Are Going to Have to Reinvent Themselves’ summarized how funds’ data-driven sales processes, growing product/platform complexity, increasingly time-pressed advisors, and the internet’s erosion of wholesalers’ information advantage make a hard job even harder. To survive, wholesalers must broaden and deepen their knowledge as well as master new skills so that they can bring personalized, strategic insight to conversations with advisors. “The product... Continue Reading

Reducing Sales Training Costs with Modern Sales Learning

Third in a series of posts about the ROI of sales training. Cost savings deliver the gold standard of ROI, beloved of CFOs. Calculating it is more straightforward than the other types of ROI that sales training platforms deliver. Travel costs avoided by using video instead of in-person training count now, not in the future. Not surprisingly, sales enablement and sales learning teams quantifying ROI usually start here. This two minute video from the “Capturing the ROI of Sales Learning” session at Allego’s Sales Success Summit provides some nice benchmark data about... Continue Reading

The Hidden ROI of Sales Training

Second in a series of posts about the ROI of sales training. We need to close the gap between the tremendous value sales training teams deliver, and the persistent perception that sales training sucks. First, we have to reinvent those aspects of traditional sales training that DO suck – clunky technology, sporadic death-by-PowerPoint training events, poor access to internal expertise, etc. That’s why we built Allego, BTW. But that’s not all. We must also more rigorously assess the business value that sales training creates. Measuring ROI lets you separate what works from... Continue Reading