Case Study: Measuring a Training Pilot

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 Impact 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