Performance improvement measurement is rapidly evolving and now incorporates not only training justification, but measuring the business impact of the overall investment. Today, clients are asking Richardson to support them in developing a measurement strategy prior to training to isolate and identify the financial return on their investment.
Richardson consults with clients to accomplish this type of measurement. We help identify objectives and metrics for the training, isolate and validate the reliability of the internal metrics that they currently have in place, pilot the training, capture and publish results, and adjust training as appropriate.
Our philosophy is to identify, train, and manage to the key performance indicators (KPIs) that indicate progress through the sales process. Measuring these leading KPIs forces rapid adoption and behavior change and provides real-time measurement of the adoption and behavior change. We measure
- Behavior change through our adaptive situational-based behavioral assessments.
- Leading indicator verifiable outcomes – the consistency and quality of application.
- Lagging indicator business outcomes – such as attrition and productivity or pipeline metrics like velocity and close ratios.
The training incorporates verifiable outcomes that provide visibility into the sales process and can set the stage for conversations and coaching between first line sales managers and their sales professionals. The impact of the training and changes in behavior can be measured
Sales Effectiveness KPIs
We gauge sales effectiveness using verifiable outcomes that provide immediate visibility into the status, quality, and confidence of an opportunity in the sales pipeline. These are the 10 or 12 tangible things in the sales process that really do matter most.
Incorporating verifiable outcomes into the CRM process keeps sales professionals and their managers aligned with progress at each stage in the sales pipeline. This approach sets the stage for effective coaching dialogues and develops greater confidence in the accuracy of