--- title: How Do You Measure Success? description: Companies want to see a return on their investment. It's important that a sales training programs can measure it's results. image: https://www.salesprogress.com/hs-fs/file-14486711-jpg/images/coach_th_team-resized-156.jpg --- [![Progress-Coaching-Logo-not-tag-white-249px-x-56-1](https://www.salesprogress.com/hs-fs/hubfs/Imported%20images/Progress-Coaching-Logo-not-tag-white-249px-x-56-1.png?width=249&height=56&name=Progress-Coaching-Logo-not-tag-white-249px-x-56-1.png "Progress-Coaching-Logo-not-tag-white-249px-x-56-1")](https://www.salesprogress.com) ## ![blog-header](https://www.salesprogress.com/hs-fs/hubfs/ProgressCoaching/blog-header.png?width=256&name=blog-header.png) ## The Progress Coaching Blog ## How Do You Measure Success? November 8, 2010 Posted by : [Tim Hagen](https://www.salesprogress.com/progress-coaching-blog/author/tim-hagen) [1 comments](https://www.salesprogress.com/progress-coaching-blog/bid/54636/How-Do-You-Measure-Success#comment-listing) ![How Do You Measure Success?](https://www.salesprogress.com/hs-fs/file-14486711-jpg/images/coach_th_team-resized-156.jpg) [Training](https://www.salesprogress.com/progress-coaching-blog/topic/training), [Training Reinforcement](https://www.salesprogress.com/progress-coaching-blog/topic/training-reinforcement) ![sales training](https://www.salesprogress.com/hs-fs/file-14486711-jpg/images/coach_th_team-resized-156.jpg) ***Training***: intended for use during an introductory, learning, or transitional period.       Training is a tool that is typically associated with improvement, and it has a variety of uses in the business world. Companies use it to make sure their employees know the features, advantages and benefits of the product they are selling. They can employ sales trainers to help their staff overcome fears or improve attitudes. Managers can use training as a way of bringing their sales team together. All in all, companies turn to training because they believe that it will positively affect results. But how do managers know that the training worked? How do they know that sales training sustainability occurred?      There are some sales assessment tools that managers can use to measure the success of any sales training program: **-** Compare the amount of calls your inside salesperson was making before training to after. **-** Look at the amount of time that your sales rep took between each call. Was there higher resistance to placing another call before or after training? **-** Are the employees going to the manager less and less with questions? Sales training should help salespeople with their  product knowledge, and it should give them the confidence and ability to stay engaged with the customer and keep them interested in the product or service. **-** Did your sales team meet it’s bottom line? Did employee’s numbers increase? **-** Were employees able to up-sell or cross-sell? Were they able to persuade clients or customers to buy more?      These are just a couple methods that businesses can use to evaluate a sales training program. Sales trainers should also keep track of their success rate. Companies want to see a return on their investment, and the larger the return the more your own sales will progress. [7 Steps to Success](https://www.salesprogress.com/progress-coaching-blog/bid/54544/7-Steps-to-Success) [How to Handle Price Objections](https://www.salesprogress.com/progress-coaching-blog/bid/54988/How-to-Handle-Price-Objections) ### About Author ![Tim Hagen](https://app.hubspot.com/settings/avatar/f1c7d47389e089ace5c6d5604e49f7c5) Tim Hagen Tim Hagen founded Progress Coaching, a Training Reinforcement Partner Company, in 1997. His entrepreneurial career began in college leading to positions in sales, sales management, and sales training for small and large corporations, and eventually ownership of several training companies. Tim is often a keynote speaker at companies teaching the value of coaching and conversations in the workplace. He possesses a unique combination of hands-on experience, academics, and innovative insight to solve the industry’s most common challenges specific to workplace performance. Tim holds a bachelor’s degree in Adult Education and Training from the University of Wisconsin, Milwaukee. 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