EVALUATI NG WHAT HAS BEEN LEARNED DURI NG TRAI NI NG

I ncorporating self-assessment in training

CEGOS ©2007 Page 1 of 4

Sel f - as ses sment
Self-assessment is a useful tool at different points in the training and for different purposes.
1) When and why shoul d you use sel f-assessment?
Before the training:
To assess prerequisites
To raise awareness of the objectives of the training, and embed the idea of filling in any gaps
To bring out initial representations and 'ways of doing things', which will then be compared
with those of other learners and with what is put across during training
During the training
To allow learners to gain an awareness of the progress they have made, and come back to
anything they have not understood or not known how to do
After the training
A self-assessment matrix will make it easier to implement what has been learned during
training
This gives the learner the chance to step back and evaluate:
What they produce: does it correspond to what is expected of them?
Their problem resolution strategies: has the learner been effective in their way of solving
problems?
Their ways of doing things, communicating with others, etc.
Evaluating what has been learned during training

CEGOS ©2007

Page 2 of 4

The l i mi t s of s el f -as s es s ment
Learners may over or underestimate their actual level of understanding or practice
Learners may feel lost, because they are expecting the trainer to play the role of expert and
reference point
Cr os s eval uat i on
It is often difficult to step outside yourself and observe what you produce and the services you
provide with a critical eye, whilst it is much easier to observe others.
Cross evaluation often allows learners to grasp and assimilate the criteria set out by the trainer.
These are often the evaluations that generate the most changes in how learners represent
particular things, or behave.
2) Desi gni ng a sel f-assessment matri x
To assess their knowledge and skills themselves, or to take part in a cross evaluation exercise,
learners need a reference matrix designed by the trainer.
The trainer needs to ensure:
That the matrix covers the objectives of the training
That the items shown in the matrix translate these objectives into observable criteria
That the learners have the necessary training and resources to work with these criteria for
themselves or one of their peers in a cross evaluation exercise
Evaluating what has been learned during training

CEGOS ©2007

Page 3 of 4

Ex ampl es of s el f -as s es s ment quest i ons
During my last customer meeting, did I really stick to the first stage of a sales meeting that we saw
during training: 'welcoming the customer'?
You can suggest how the learner positions him or herself in relation to the objectives of the
training.
Here are the key stages in the sales process and the 3 characteristics of each stage.
Position yourself for each of these stages: I know the three characteristics / I have already
practiced them / I practice them easily.
What areas for improvement am I going to set for myself?
The aim of self-assessment matrices is to progress... and therefore to set oneself objectives
that can be translated into an action plan.

Counter-example: "Did I sell well?" This is an imprecise criterion that it is not possible to observe.

Evaluating what has been learned during training

CEGOS ©2007

Page 4 of 4

Example of a cross evaluation matrix:
(This stage takes place when preparing the sales meeting.)

Prepare your visit: Date of visit:

Notes:
K... as in know
I know my customer's history and potential
I've read the sales action plan
I know the priority actions
I've identified the GRID to reach my objectives

O… as in objectives
I've defined a maximum of 3 objectives
I've prioritised my objectives
My objectives are 'SMART'

N... as in notes
I've made a list of things I need to check with the
customer
My notes will help me to achieve my objectives
I'm prepared to adjust my objectives if necessary

S... as in strategy
I know how to approach my customer
I'm prepared for the various phases: exploration,
debate and conclusion
I've incorporated my customer's specific
characteristics

A... as in agree
I've prepared all the tools I need: the offer
presentation, supporting arguments, etc
I've got them with me at the visit
I know when to use them