Are you sending unintended negative messages like these ?
If you are conducting sales and marketing training in your firm, here is how we recommend that you evaluate it:
- Reaction - what was the direct evaluation and reaction by participants - did they like it ?
- Learning - measure it by testing for knowledge about facts, principles, and techniques
- Behaviour - what business development behaviours have changed as a result of the training ?
- Results - measure these individual, workgroup, and organisation levels in terms of greater success, reduced losses, improved quality, changes to fee profiles, and client satisfaction.
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