OBSERVATIONS AND CAPTURED DATA
Reaction (Level 1) Data
Reaction and learning data were captured immediately following each training session. The participants were first given a satisfaction questionnaire. The overall results obtained for all 312 participants (sales representatives) are shown in Table 8-5. The reaction results from the 312 participants surpassed expectations. The objective had been set for each question at 80 percent.
Table 8-5. Reaction Data: Percentage of Participants Who Agree or Strongly Agree
|
Questions |
Score |
|
I have acquired new knowledge or additional information in this training activity. |
98% |
|
I intend to use what I learned in this training activity. |
98% |
|
I would recommend this training activity to my colleagues. |
96% |
|
I will be able to apply what I learned in this training activity. |
98% |
Here are a few examples of comments received during the reaction level evaluation:
O The course was challenging and exceeded expectations. We were challenged to think on our feet and provide responses to situations in 10 or 15 minutes. That was a great way to make the course relevant to real life.
O I believe the 6Ps can be an effective tool for pre-call planning.
O Great training session! I really enjoyed the 6P approach—very thorough and applicable.
Learning (Level 2) Data
As shown in Table 8-6, a knowledge assessment questionnaire was used immediately following the training to measure the participant's level of retention of the key concepts.
Table 8-6. Learning Data (Immediately Following the Training)
|
Number of Questions Answered Correctly |
% of Teams That Answered Adequately |
|
5/5 |
93% |
|
4/5 |
7% |
|
3/5 |
0% |
|
2/5 |
0% |
|
1/5 |
0% |
To verify the participants' retention of the key concepts 60 days after the training, three knowledge assessment questions were included in the application questionnaire. Note that 312 questionnaires were sent and 164 of them were completed. Table 8-7 presents the overall results obtained from the respondents in percentage.
Table 8-7. Learning Data (60 Days After the Training)
|
Questions |
Results |
|
Name at least 4 key drivers related to your market that were presented during the Sales Simulator training session. |
79% of respondents gave 4 good answers out of 4 for this question. |
|
Name the 5 strategies that can be adopted to push forward an opportunity. |
89% of respondents gave 5 good answers out of 5 for this question. |
|
Name the 4 components of the MARS method that allow preparing a strong business presentation. |
92% of respondents gave 4 good answers out 4 for this question. |
Application (Level 3) Data
As shown in Table 8-8, the application level data were gathered 60 days after each training session. The questions asked were identical for all respondents.
Table 8-8. Application Questionnaire
|
Questions |
Results |
|
The Sales Simulator training activity has helped develop my skills to hold professional conversations that show my business acumen and my industry knowledge. |
24% Strongly agreed 64% Agreed Total in agreement 88% |
|
The Sales Simulator training activity prompted me to offer comprehensive solutions (multiple products or services) to my customers. |
17% Strongly agreed 56% Agreed Total in agreement 73% |
|
I have used or I intend to use in the near future the 6P Methodology (Perspective and Planning, Projects and Preoccupation, etc.) to improve the way I uncover my clients' business concerns and expectations. |
15% Strongly agreed 61% Agreed Total in agreement 76% |
|
I have used or I intend to use in the near future one or several of the 5 strategies (frontal, lateral, etc.) to move forward one or many opportunities. |
24% Strongly agreed 52% Agreed Total in agreement 76% |
|
I have used or I intend to use in the near future the MARS Methodology (Message, Audience, etc.) to prepare one or more business presentations. |
29% Strongly agreed 49% Agreed Total in agreement 78% |
The application questionnaire also identified which key concepts taught to participants had the most impact on their ability to hold quality business conversations, qualify opportunities, and prepare high quality business presentations, as shown in Table 8-9.
Table 8-9. Key Concepts With the Most Impact
|
Rank |
Content |
|
1 |
Increased knowledge of my vertical market's key drivers |
|
2 |
Opportunity qualification evaluation grid |
|
3 Tie |
5 strategies related to the pursuit of opportunities |
|
3 Tie |
6P Methodology |
|
5 |
MARS Methodology |
|
6 |
VCC principle (Value Creation Capability) |
Barriers and Enablers
The application questionnaire also captured potential barriers that could hinder the use of the training content. Multiple answers were allowed. Note that 96 people out of 185 respondents to this precise question gave the answer “none” (meaning no barrier).
Figure 8-4. Barriers to Implementation
Potential enablers were also captured, such as elements that could facilitate the implementation of knowledge and skills acquired during the training activity. Multiple answers were allowed. Note that 216 people out of 312 participants gave the answer “better team work.”
Figure 8-5. Enablers to Success
