Evaluation Outcomes

Subject: Developing Sales Leadership for Territory Manager (TM)

Square Pharmaceuticals Limited
Outcomes /Criteria Level What is measured Example Method of Measurement

Return on Investment 5 Economic value of training • Sales volume of the areas increased • Identification & cost
significantly compare to training comparison & program benefits
cost.

Results 4 Targeted outcomes occurred as a • Increase the sales of his/her • Performance data
result of training, contribution to territory. • Evaluation of effectiveness.
organization & subsequent • Sales Representative are highly • Peers/fellow colleagues
reinforcement motivated to perform their jobs. reviews

Behaviors/Skills 3 To what degree trainees apply what • Getting very positive feedback from • Interviews
they have learned when they are sales representatives & customers. • Focused group
back to on the job • Leading the sales team in more • Attitude Surveys
motivated way and displaying more • Observations
ownership.

Learning/Cognitive 2 Acquiring intended Knowledge & • Acquired significant knowledge on • Work sample
skills leadership and proved it in role • Classroom observations
play. • Ratings
• Pre-post measurement of
Knowledge, skills, attitudes

Reactions 1 To what extent trainees reacted • Engaging themselves • Informal Questioning

favorably to the training • Relevant to their jobs • Pencil & Paper test
• Adequate Logistics support • Work sample