How can you justify the ROI of your sales training budget?

由人工智能和领英社区提供技术支持

Sales training is a valuable investment for any organization that wants to boost its sales performance and revenue. However, it can also be a significant expense that needs to be justified and measured. How can you demonstrate the return on investment (ROI) of your sales training budget and convince your stakeholders that it is worth it? Here are some tips to help you calculate and communicate the value of your sales training initiatives.

此文章中的业界达人

由社区从 9 条内容中精选。了解更多

Edgar Morales Sosa

| Sales Trainer | Cursos de Venta | Prospección | Ventas Industriales | TI | B2B | Marca Personal | LinkedIn |…
Ketan Dhariwal

LinkedIn 2x Top 1% voice Startup Development & sales coaching | Sales Leader | Driving growth at Masters Union | Guest…
Marc L.

1 Define your goals and metrics

Before you start any sales training program, you need to have a clear idea of what you want to achieve and how you will measure it. What are the specific skills, behaviors, and outcomes that you want your sales team to improve or acquire? How will they align with your overall sales strategy and objectives? How will you track and evaluate their progress and performance? You need to define your goals and metrics in SMART terms: specific, measurable, achievable, relevant, and time-bound. This will help you set realistic expectations, monitor results, and adjust your approach if needed.

添加您的观点

Edgar Morales Sosa

| Sales Trainer | Cursos de Venta | Prospección | Ventas Industriales | TI | B2B | Marca Personal | LinkedIn | Entrenamiento y Capacitación | Liderazgo, Habilidades Gerenciales y Ventas | Gerencia de Ventas |
举报内容
Establece metas claras y medibles para el programa de capacitación. Por ejemplo, incrementar el número de nuevos prospectos en un 20%, aumentar las tasas de cierre en un 15%, incrementar el valor promedio de venta en un 20%, o reducir el ciclo de ventas en 30 días. Estas métricas específicas te permitirán demostrar el impacto directo de la capacitación en los resultados de ventas.

已翻译

赞
Ketan Dhariwal

LinkedIn 2x Top 1% voice Startup Development & sales coaching | Sales Leader | Driving growth at Masters Union | Guest speaker at Imperial College Bargarh.
举报内容
To justify the ROI of your sales training budget, consider these key points: 1) Increase in Sales Performance 2) Revenue Growth 3) Reduced Onboarding Time 4) Lower Turnover 5) Cost Efficiency. 6) Process Efficiency.

已翻译

赞
Saranya Narayana Moorthy

B2B Sales & Lead Generation Strategist | Building: SEO Agency & Sales Generation Co. | B2B Sales Training, Consulting & Services
举报内容
Once we establish, how we showcase ROI - in our case we do a pre & post analysis of the same metrics to showcase the curve of transformation, it would be good to keep the training GOAL DRIVEN. Means, if a single deal closure for a prospect is marked at $35,000 and our Sales Training costs $10,000 - just a single closure in a 7 day training training program would be a 3x ROI and it doesn't stop with that! The Art is finding where the urgent deals are, getting them closed for the client in the quickest instance and from there giving them a long sustaining system to drive their own sales.

已翻译

赞
Jochen Peter Elsesser

besser. mehr. verkaufen. | Fundiertes Verkaufstraining für B2B Vertrieb in KMU | Der seri?se Verkaufstrainer & Vertriebstrainer speziell Gesch?ftskundenvertrieb Mittelstand | Erfahrung. Kompetenz. Referenzen.
举报内容
Moderne Ans?tze im Vertrieb und Verkauf Das moderne Verkaufstraining geht über das blo?e überreden hinaus. Es basiert auf dem Verst?ndnis und der Erfüllung von Kundenbedürfnissen. Ein erfolgreicher Verk?ufer wei?, welche Kaufimpulse und -motive den Kunden antreiben und was ihn vom Kauf abh?lt. Anstatt sich auf überzeugungstaktiken zu verlassen, steht die L?sung im Vordergrund, die dem Kunden angeboten wird. Ein wirklich guter Vertriebstrainer hat das drauf.

已翻译

赞

2 Calculate your costs and benefits

To calculate the ROI of your sales training budget, you need to compare the costs and benefits of your program. The costs include not only the direct expenses of the training, such as fees, materials, and travel, but also the indirect costs, such as the time and productivity lost by the participants and the trainers. The benefits include the tangible and intangible outcomes of the training, such as increased sales, customer satisfaction, retention, referrals, and loyalty. You can use various methods and formulas to quantify and compare your costs and benefits, such as net present value, payback period, or benefit-cost ratio.

添加您的观点

Marc L.
举报内容
It's hard to measure all the moving pieces of a large sales organization. Instead, focus on a sample set of "Strivers" (those who need to improve results and have a true desire to do so). Look at their metrics before and 30, 60, 90 days after training and reinforcement. That's the true impact. No training in the world will help people no desire. And those who already crush it can only improve so much.

已翻译

赞
Edgar Morales Sosa

| Sales Trainer | Cursos de Venta | Prospección | Ventas Industriales | TI | B2B | Marca Personal | LinkedIn | Entrenamiento y Capacitación | Liderazgo, Habilidades Gerenciales y Ventas | Gerencia de Ventas |
举报内容
Detalla todos los costos asociados con la capacitación, incluyendo materiales, tiempo del personal, y cualquier gasto logístico. Luego, cuantifica los beneficios financieros esperados, como el aumento en ingresos o la reducción de costos operativos. Por ejemplo, si la capacitación cuesta $50,000 pero resulta en un aumento de ventas de $200,000, el ROI es claramente positivo. Del mismo modo pregunta u descubre el problema actual de no tener buenos resultados de venta y su impacto económico y moral en el equipo. Determina en conjunto con tus tomadores de decisión el monto que se está perdiendo hasta el momento de no hacer nada y sus posibles consecuencias.

已翻译

赞

3 Use data and stories

To communicate the ROI of your sales training budget, you need to use both data and stories. Data will provide the evidence and facts that support your claims and show the impact of your program. You can use different types of data, such as sales numbers, customer feedback, performance indicators, and surveys, to demonstrate how your training has improved your sales team's skills, behaviors, and results. Stories will provide the context and emotion that make your data more compelling and memorable. You can use stories to illustrate how your training has helped your sales team overcome challenges, solve problems, create value, and delight customers.

添加您的观点

Edgar Morales Sosa

| Sales Trainer | Cursos de Venta | Prospección | Ventas Industriales | TI | B2B | Marca Personal | LinkedIn | Entrenamiento y Capacitación | Liderazgo, Habilidades Gerenciales y Ventas | Gerencia de Ventas |
举报内容
Combina datos cuantitativos con narrativas cualitativas. Los números son convincentes, pero las historias de éxito de vendedores individuales pueden ser igualmente poderosas. Por ejemplo, después de la capacitación, el vendedor X logró cerrar el cliente más grande en la historia de la empresa, resultando en un contrato de $1 millón.

已翻译

赞

4 Align with your stakeholders

To justify the ROI of your sales training budget, you need to align with your stakeholders and address their needs and concerns. Your stakeholders are the people who have an interest or influence in your sales training program, such as your managers, executives, investors, or customers. You need to understand their expectations, priorities, and pain points, and tailor your message accordingly. You need to show them how your sales training program aligns with their goals, solves their problems, and adds value to their situation. You need to use the language and format that they prefer and trust, such as reports, presentations, or testimonials.

添加您的观点

Edgar Morales Sosa

| Sales Trainer | Cursos de Venta | Prospección | Ventas Industriales | TI | B2B | Marca Personal | LinkedIn | Entrenamiento y Capacitación | Liderazgo, Habilidades Gerenciales y Ventas | Gerencia de Ventas |
举报内容
Asegúrate de que tus objetivos de capacitación estén alineados con las metas estratégicas de la empresa. Si la dirección está enfocada en expandirse a nuevos mercados, muestra cómo tu capacitación ayudará a los vendedores a tener éxito en estos nuevos territorios.

已翻译

赞

5 Optimize your program

To maximize the ROI of your sales training budget, you need to optimize your program and ensure its quality and effectiveness. You need to choose the right training provider, method, and content that suit your sales team's needs, preferences, and learning styles. You need to design your program in a way that engages, motivates, and challenges your sales team, and provides them with relevant, practical, and actionable knowledge and skills. You need to support your program with follow-up, reinforcement, and coaching activities that help your sales team apply and retain what they learned and overcome any obstacles or gaps.

添加您的观点

Edgar Morales Sosa

| Sales Trainer | Cursos de Venta | Prospección | Ventas Industriales | TI | B2B | Marca Personal | LinkedIn | Entrenamiento y Capacitación | Liderazgo, Habilidades Gerenciales y Ventas | Gerencia de Ventas |
举报内容
Utiliza los datos recopilados para mejorar continuamente tu programa de capacitación. Si ciertos módulos no están produciendo los resultados esperados, ajústalos o reemplázalos. Demuestra que estás comprometido con la mejora continua y la maximización del ROI.

已翻译

赞

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

添加您的观点

Sales Trainings

+ 关注

给文章评分

我们借助人工智能创建了此文章。您认为这篇文章怎么样？

很棒不太好

举报此文章

查看全部

How can you justify the ROI of your sales training budget?

1

2

3

4

5

6

1 Define your goals and metrics

2 Calculate your costs and benefits

3 Use data and stories

4 Align with your stakeholders

5 Optimize your program

6 Here’s what else to consider

Sales Trainings

给文章评分

感谢您的反馈

更多Sales Trainings相关文章

更多相关阅读内容