Designing Virtual Sales Training to Deliver Impact and ROI
Webinar | 9.21.21
Live Webinar | 9.21.21 | 2:00pm EST
Today, more than ever, there is a need to ensure that virtual training works to improve organizational outcomes. Because of the surge in work-at-home arrangements and travel restrictions caused by the global pandemic, most learning shifted to virtual learning without the benefit of careful planning or preparation. This shift requires program owners to design virtual training with desired outcomes in mind and demonstrate that the virtual format works.
Studies show that organizations typically measure learning at the reaction level (was it enjoyable) and knowledge level (how much knowledge was transferred), but struggle to measure virtual learning at the application level (are learners using what they learned) and impact level (did the learning have any business impact). Rarely do they make it to the ROI level.
To secure the support and funding that virtual learning needs, it must deliver business results and occasionally, ROI. This session highlights an ROI study that shows how virtual learning delivered business value in terms that executives, sponsors, and funders appreciated and understood.
This session explains how sales leaders and sales enablement leaders can ensure that technology-based sales training will deliver desired results by applying principles that focus on delivering application and impact with virtual training.
After attending this session, participants should be able to:
- Identify the five levels of outcomes from virtual training
- Describe why virtual training fails to deliver application and impact
- Explain the need to deliver impact and ROI for selected virtual training programs
- Design virtual training to deliver application, impact, and ROI
- Plan next steps to ensure virtual training delivers business value
Chester Liu, Ph.D.
VP, Growth, Allego
Jack Phillips, Ph.D.
Chairman, ROI Institute