MAKING THE CASE

Need some guidance on when and how to measure the impact of your leadership training initiative? If you're interested in a quick synopsis of the best industry-wide research on Leadership Training and ROI, you can't miss this webinar by Ken Blanchard and Company.  It's the latest and greatest...

https://resources.kenblanchard.com/our-latest-webinar-recording/making-the-business-case-for-leadership-training

PRACTICE MAKES PERFECT

Would practicing your sales pitch on video make you sell more? We know the power of rehearsal when it comes to doing a big presentation, acting in a play, or performing at a concert.  But what about rehearsing your lines with a customer?  At Verizon, we conducted a study that quantified the power of these video rehearsals among hundreds of retail store reps.  By adding this relatively inexpensive "practice" component, reps were able to achieve powerful business results.  In fact the return on their investment per person was 749%.

Not bad for a little role-play - right? You can read exactly how we did it in ATD's May 2017 edition of TD Magazine

BETTER LEADER...BETTER SALES

If you're looking for better results, start with your leaders. 
I recently conducted a study looking at how front-line leaders could impact their bottom-line sales numbers by doing a few things differently with their direct reports (the ones who actually sell to the customers).  By improving their leadership just a little they were able to generate over $5,000 more revenue per employee over a 3 month period.  By tracking their improved behaviors and sales against a twin control group that received no leadership training during those same months, the organization was able to achieve and boast a 113% ROI. 

You can see a summary of this Verizon case study in 2017 Human Capital Analytics Volume 2