Measurement Case Studies /
Case Study (5)
Case Study: Comparing Skill Application to Measure
Impact
Isolating the Impact of "High Appliers" vs.
"Low Appliers" 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 calculated the Definite Difference™
made by the skills on win-rate in a comparison of
participants with "high" vs. "low" application.
Executive Summary
Business Goals:
- Renew 90% of service contracts, sell additional services, develop more executive-level relationships
Performance Challenges:
- Stuck in the purchasing department, selling on price not value, the competition is cheaper,
and poor differentiation of services
Key
Measurement Results:
- Improved win-rate pre/post the training (compare Graph 1 and 2)
- 20% more deals are won by "high" vs.
"low" appliers of the skills (Graph 2)
- 8.3% pre/post increase in win-rate for
"low appliers"
- 29.1% pre/post increase in win-rate for "high appliers"
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 Graph
1: Win-Rate Before Training |
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 Graph
2: Win-Rate After Training |
Approach
Custom Smart Trac™ surveys were created to track both application
and ability.
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Training: a three-day consultative sales skills training program
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Time frame: four months pre-training and three months post-training
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Key measures: 8 skills, reinforcement activities, manager coaching, Smart Trac™ Success Stories, and requests
for support
The Definite Difference™
made by use of the skills was
calculated using performance data
supplied by the client on win-rate in a comparison of
participants with "high" vs. "low" application.
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Time frame: 7 months
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Data: win/loss reports from the CRM system and composite skill application scores
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Statistical Significance Testing: results showed “very high significance” where the critical value of a one-tailed test was
T = 5.4599, p < .001
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