paddy profile picture
paddy profile picture

paddy

Director of Business Development

WR Officer
Notorious Answer
Arsonist
+10

Sales Trainers -- How do you measure ROI for your services?

Alright serious question here. How does a sales trainer that's selling training services to sales orgs measure whether the investment in their program was worth it?


I'm genuinely curious because I'm not sure what tangible metric you can go off of. I do think having professional sales training is absolutely necessary, especially for new SDR's. But I don't understand how you can get actual attribution from a sales orgs' success after the training program ends.


Can someone much smarter explain this to me?


-paddy

🥎 Training
🧢 Sales Management
😎 Sales Skills
8

23 comments

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hh456
Celebrated Contributor
6
sales
Think about it chronologically. I assume this is something you sell. If my training can shorten the ramp up, the company spends (1) less money on turn over and (2) can turn a profit on their investment sooner. So you’d say, “I charge $200,000 a year to train your employees and by having each rep produce 2 months sooner and you have 25% less turn over, you’re making $500,000 more per employee annually and saving $500,000 a year on new reps who quit and produce nothing.”
InQ5WeTrust
Arsonist
4
No marketing, mayo isn't an MQL
Grizzle, it has been a long day, but I see that the numbers go up, so I support whatever argument was made. 
hh456
Celebrated Contributor
2
sales
ty bae
InQ5WeTrust
Arsonist
4
No marketing, mayo isn't an MQL
My #1 bby
Incognito
WR Officer
0
Master of Disaster
@GrizzleMcThornBody will you look my ass up on LinkedIn or some shit already. I suck at being a stalker.
paddy
WR Officer
4
Director of Business Development
Alright I didn't get a single serious response so I have to conclude that there is zero way to measure ROI here and that sales training services are a scam. Thank you for the confirmation WR!
Executioner
Politicker
0
Business Dev.
Ok just a few guesses:

- improvement in individuals closing rates, or even improved "attrition"  rate between stages of deals perhaps?
-improvement in sales team "efficiency" i.e. more profit $ from the same # of people/deal/whatever


all of these are reliant on having a baseline, which a noob doesn't have. Also management may not want to be too sharing of profit figures
mistamor
Opinionated
0
VP of Sales
i'm joining the party mad late here , but you can, it just depends on what specific area of sales the sales trainer is focused on.

Sales trainers that help SDRs land more appointments can measure an increase in set appoints before and after using the sales trainer.

Same goes for any other type of sales trainer. 
goose
Politicker
1
Sales Executive
You can't.  You can only use the activity to justify your existence as a VP of Sales.  

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