1. Indicator Type Purpose How to Measure Time to Measure
Certification Results
Did the audience internalize the content?
Quiz
Verbal role play
Observation
Immediately following
Audience Satisfaction
Was the audience engaged and find value in the training content?
Survey
Conversations/Interviews
Proactive positive feedback
Behavior Change
Are sales people illustrating the desired behavior change related to the training?
Director observation
Usage of tools
Engagement with new content
1st 60 Days
Leading
Early metrics that tell us a business result should be realized in the future
Pipeline size
Improved win rate
Sales generated leads
90 days+
Lagging
Was there a true business result that can be attributed to the training
Revenue
EBITDA
Stock price
Dependent on the complexity of the topic and sales cycle length. Typically 9-12 Mo’s+