Measurement Case Studies /
Case Study (1)
Case Study: Measuring with No Control Group
Isolating the Impact of New Skills on
Win-Rate at a Professional Services Firm
This client trained their entire population over a short period of time, so we
did not have a "control group" of untrained people as a
basis of comparison. Instead, we isolated the difference
in win-rate using the LSA Definite Difference™ approach
to measurement.
Executive Summary
- Business Goals: increase the volume
of unit sold without sacrificing margins, improve strength of customer
relationships, grow revenue per
rep
- Performance Challenges: multiple new competitors had
entered the market,
lack of distinct value, frequent
RFPs - Improvements in volume, revenue, and margin
- 62.3% increase in monthly volume
(see Graph 1)
- 27.8% increase in monthly revenue
(see Graph 2)
- 2x the increase in margin
(see Graph 3)
- Significant improvements in strength
of customer relationships pre/post the training -
Marked improvements in the skills and strategies used in
sales negotiations
|
 Graph
1: Volume -
Pre/Post Pilot |
|
 Graph
2: Revenue -
Pre/Post Pilot |
Approach
We conducted a LSA Smart Metric™
analysis to quantify the
effects of the pilot program when compared to three similar control groups.
-
Key measures: monthly revenue, volume (units
sold), and margin (discounting allowance)
-
Training: a two-day negotiation skills
training program from a leading supplier
-
Time frame: 3-5 months pre-training and
4-6 months post-training, depending on the group
-
Population: three control groups and three
trained groups were randomly selected and compared over the
same time frames, in the same markets, against the same
competitors, selling the same products
|
 Graph
3: Margin -
Pre/Post Pilot |
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Measurement Case Studies.
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