TRANSFORMING

SALESTRAINING

ROI

Transforming Sales Training ROI

The traditional instructor-led training model is simply expensive and the costs go well beyond the money spent for content and training facilitation. There are many hidden costs that can eat up training budgets, including the soft costs of people’s time.

The hard costs

Let’s start by looking at the hard costs, which include these common outlays in running a sales training program.

Content & Facilitation: For most organizations this comes down to a buy vs. build decision with many finding it easier and more cost effective to buy. However, there’s often a significant cost to ensure the content is tailored to your company’s unique selling situations.

The hard costs

Meeting Space & Catering: Given the reduced corporate physical footprints, most organizations don’t have the luxury of large training spaces. This reality requires expensive external meeting room and catering expenses.

The hard costs

Travel & Entertainment: Often one of the largest expenses is simply getting people to and from the training. Beyond the simple travel cost, most live training sessions include a group dinner or other entertainment, which further escalates the expense.

The soft costs are real

In addition to the hard costs, there are soft costs, including the time costs of the resources involved in developing and attending the training.

Program development time: Time spent by internal resources to support the program can be substantial. These activities can range from the strategic, such as content development and gaining insight from senior leaders and high performers around design, to the mundane, particularly the tedious and time-consuming event planning work.

The soft costs are real

Participant time: Time out of the field for sales training has a direct impact on near-term results. This should be on the top of mind for anyone in a leadership position. Sure, building in agenda time for email and phone catch-ups can help soften the blow, but it’s often at the expense of achieving the full training objectives.

Using a video-based practice solution can significantly minimize these costs while actually improving the training outcomes

Notable hard cost reduction has come from:

Streamlining custom content development by leveraging real-life practices and insight from your company’s high performers

Eliminating costs for travel and entertainment

Eliminating meeting space and catering costs

These programs have vastly reduced soft costsbecause:

Participants can complete their learning objectives and video challenges during non-selling time

Program designers, sales management or training professionals can easily develop sales training content through video-challenges that are tailored to your real selling situations

Coaching and feedback can happen asynchronously, allowing managers to provide feedback without interrupting other critical job tasks

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