Millions of dollars are being invested in training each year. But how are organizations measuring the effectiveness of their training, especially soft skills training like sales? At Richardson, Eileen Krantz, Vice President of Client Analytics, has discovered that some clients believe that there is just an inherent value in providing quality sales training, others are more concerned with just aligning training with the sales strategy, and some develop a comprehensive measurement strategy to isolate the financial return on their investment.
Creating the best measurement strategy means more than just providing data to your executive teams to prove that the training was valuable. A measurement strategy should help you determine if the training itself is helping your teams to become the best they can be. It should help you determine the effectiveness of each training component and what improvements you can make to the training to achieve the highest returns on investment.
In this webinar, Eileen Krantz, Vice President of Client Analytics at Richardson discussed:
- A framework to create a measurement strategy before your training begins
- How learning mastery and observed behavior change can deliver the data that you need to understand the behaviors of your sales organization and to correlate them with the KPIs
- A case study that shows how a Fortune 500 Company used measurement strategies to improve their training programs
About Our Speaker: Eileen Krantz
Eileen Krantz is currently the Vice President of Client Analytics at Richardson, a leading global sales performance solutions provider. She is responsible for helping Richardson’s clients improve their business by leveraging data and analytics. Richardson utilizes a variety of technologies and methods to assess a sales organization’s ability to deliver against a client’s market promise and to recommend business-relevant solutions designed to impact near- and long-term business objectives.
Before joining Richardson, Eileen served as the Vice President of Organizational Development Services at Caliper, where her principal responsibilities included providing consulting services to companies in the areas of job analysis, selection systems, leadership development, executive coaching, team building, and performance management. She has over 15 years of experience in counseling and coaching both individuals and teams to help them improve their performance in the workplace.
Prior to her career in business consulting, Eileen worked for ten years in the human services field as a direct service provider and as a program development specialist and coordinator in local government.
Eileen received her Master’s Degree in Human Resources Management, as well as a Bachelor of Arts degree in Psychology and Sociology, from Rutgers University. She has had articles published on several topics, including employee coaching, promoting and developing first-time managers, and team building. She is certified as a Senior Professional in Human Resources (SPHR) by the HR Certification Institute (HRCI), and she is a member of the Society for Human Resource Management (SHRM) and the American Society for Training and Development (ASTD).