This was a question I encountered recently through a colleague on linked in. Recently we launched a costly Sales Academy for 57 of our sales and marketing team. To evaluate the impact of that We decided to go a whole step further in our approach to and emplyed Reza Siskahti Ph.D. of Productivity Dynamics who has been a workplace learning and performance improvement practitioner for more than two decades. He has dedicated his research to helping clients achieve significant business results through effective learning and performance. We now have a proven methodology for evaluating all of our training interventions: This methodolgy called Top Line -How to Drive Sales, is a proven method of evaluating Sales interventions , but as we have found we can use it for evaluating the impact of ourLMS, our new training evaluation sheets, customer care etc.
Basically, there are 6 steps:
1. Spending time on context discoveryand defining your requirements intended to enage key stakeholders including the learners . here you identify the need and expectations in order to gain thier commitment.
2. Next you need to build a Business Value Chain ( BVC) This provides all stakeholders with clear purpose and direction. It includes intended data collection and collection procedures.
Basically, there are 6 steps:
Phase 1. Context Discovery
Define your requirements intended to engage key stakeholders including the learners . Here you identify the need and expectations in order to gain their commitment. and determine the scope of measuremnt efforts.It includes intended data collection and collection procedures. Next you need to build a Business Value Chain ( BVC) This provides all stakeholders with clear purpose and direction. It defines expected learning outcomes, desired behaviours on the job caused by learning ,and expected business metrics chnaged by application of what was learned.It includes intended data collection and collection procedures.
Phase 2 Research Design
Here you define data types and sources, by identifying the type of data that you need, identifying the sources and owners of data to determine its availability and accessibility and determining what data does not exist and needs to be collected. Next you define a data collection prodedure; incudig timing of collection, analyzing and reporting the needed data and articulating to stakeholders how you are going to share this data. These data collection tools used should be consistent with best practice and or piloted prior to implementation.
Phase 3. Sampling
After defining the paopulation of sales training participants and identifying variables that effect the findings, such as market segment, geography, seasonality, and control groupusing smapling best practices and guidlines.
Phase 4. Data Collection and Analysis
Collecting data may include surveys( ensuring confidentiality). These may be online or interview face to face or on the phone.Collect the data o achievment of of the learning objectives, resulting behavioural changes, and business metrics.
Phase 5 Reporting
Communicate the results by Creat a comprehensive report of your findings along the business value chain( BVC) and create targeted communications to provide the right informatiion to the right individuals.
Phase 6 data Storage and Security
Store and manage your data following appropriate guidlines and regulations to ensure data security.
We are now in the process of using this methodology for our training programme.