HOW TO MEA SURE

THE IMPACT
OF YOUR SALES
TRAINING PROGRAM

Sales training is critical for a company’s success

Your organization invests in sales training and you know it works. But it’s
hard to measure the return on your expenses. See how you can prove the
impact of your training and learn which companies are getting great results.

Sales Training is a Priority for Companies in Every Industry

$
70B
spent on sales
$
1,500
per salesperson
10 %
HIGHER
WIN RATES
by salespeople with
training last year high quality training
 Your Challenge is to Prove What’s Working
Many sales trainers can’t optimize learning or prove the value of their programs.

4 REASONS
Companies Can’t Prove Their ROI

Insufficient data Lack of insight into Inability to connect Lagging indicators

top performers training with results

What Do You Want to Measure?

Calculate the impact of your sales training by measuring change in four areas

REVENUE SAVINGS RISK ENGAGEMENT

 Step 1
Choose the Right Metrics

REVENUE  Time to First Deal SAVINGS  Cost Per New Hire

METRICS  Average Selling Price METRICS  Onboarding Days/Length
 Average Contract Value  Venue Rental Costs
 Percent Quota  Travel Expenses
Attainment
 Time Out of Field
 Per Capita Deals  Opportunity Costs:
 Attrition Revenue Per Rep Per Day

RISK  Ratio of Cases vs. ENGAGEMENT  Employee NPS

METRICS Inquiries
METRICS  Absenteeism
 Incidents Per Year  Turnover/Retention
 Cost Per Incident  New Hire
 New Hire Onboarding Time
Certification Time
 Coaching Time
 Annual Compliance
Completion  Production/Profitability
 Remedial Training Cost
and Time

Step 2
Analyze the Data

Look for Compare Pinpoint Successes Recognize Drivers

Trends/Patterns Time Periods and Challenges and Outliers
(M to M or Y to Y)

Step 3
Prove Your Value
Use positive or negative change in these metrics
to measure program effectiveness and show the
impact of sales training on revenue, savings, risk
or employee engagement.
 ROI Winners
Maximizing ROI for your sales training initiatives requires planning, execution and the
right software to help you get it done. See how these companies proved impact.

55
FASTER
%
By cutting new rep time
to first deal from 9 months
$
300K
SAVED
By decreasing travel
and expense for
to 5 months 150-person team

$
1.6 M
REVENUE
Increased sales
attributed to first
$
190K
SAVED
By eliminating
travel and expense
year of training for 55 reps

50 % Reps prepared
$
800K
SAVED
By shortening sales boot
camp by 1 week for 40 reps
FASTER
to sell in half
the time

Learn how to prove

the value of your
sales training program at
www.allego.com/provingvalue

Allego’s mobile platform elevates performance by combining learning, content and collaboration into a
single app. Nearly 200,000 professionals from the world’s best sales teams use Allego to onboard faster,
deliver consistent messaging, adopt best practices, coach and practice more frequently, and collaborate
more effectively. Find out more at www.allego.com

Sources:
https://hbr.org/2017/06/your-sales-training-is-probably-lackluster-heres-how-to-fix-it
https://www.csoinsights.com/wp-content/uploads/sites/5/2016/08/Business-Case-For-Sales-Training.pdf
https://spotio.com/blog/sales-statistics/#salestraining
https://www.complianceweek.com/download?ac=5543
https://assets.kpmg/content/dam/kpmg/us/pdf/2018/12/ten-key-regulatory-challenges-pov-v5-web.pdf