As a veteran sales manager you recognize that one problem with using sales as a performance measure for evaluating a training program is that sales may change as a result of factors outside of salespeople's control. One method of evaluating sales training that may potentially overcome this problem is to:
A) compare the results of people who have gone through a training program with those of people who have not but who are in otherwise similar situations.
B) compare the results of high and low performing salespeople to see if anything has changed.
C) compare the before and after results of just high performers, because these are the people who will provide the best evaluation indicator.
D) compare the before and after results of just low performers, because these are the people who will provide the best evaluation indicator.
E) none of the above.

Question

Quizplus · Accepted Answer

By comparing the results of people who have gone through a training program with those of people who have not but who are in otherwise similar situations, one can isolate the effects of the training program from other external factors that may impact sales. This allows for a more accurate evaluation of the effectiveness of the training program. Comparing high and low performing salespeople or just high or low performers may not provide a clear picture as external factors may be more influential in their performance.

As a Veteran Sales Manager You Recognize That One Problem