Challenge
Our customer, a sales skills training firm, needed to develop a valid and reliable way to assess how well the salespeople who took their courses retained and used the training they received. The assessment was to gather information from customers, prospects, peers and managers about the level of learning and behavior change that took place after the training was completed.
Actions
FullView Solutions designed and developed a 360 assessment to identify the key learning that was retained and the behaviors that resulted for sales representatives who had been through the training. The assessment successfully measured level Two and Three learning in Kirkpatrick’s Four Levels of Learning.
Result
The measures were used in a variety of settings to indicate whether sales people were actually practicing the skills that were taught. The results helped managers, employees and our customer determine the level of learning that took place, helped managers gauge the effectiveness of our customer's sales training, and acted as reinforcement of the training.
