White Paper

Best Practices Review

Seven lessons from high-ROI training initiatives

What distinguishes the most successful initiatives with the largest ROls?

High-performing companies know that training alone is not enough to create lasting behavior change and measurable results.

They typically invest not just in training, but also in pre- and post-training activities that ensure rapid payback on their investment.

Summary

In times of economic uncertainty it is often tempting to cut training budgets as a way to boost profitability. In many cases the logic of this approach is sound, especially if the impact of training on revenue and margin growth cannot be measured. However, many companies have found that certain skill development investments, when implemented strategically and supported properly, result in measurable improvements in short-term profitability.

Over the past three decades RED BEAR has implemented-and then documented the return on investment from-behavior change initiatives in one such "high leverage, quick payback" area, value-based sales negotiation.

This research report summarizes findings from many results tracking studies conducted as part of value-based negotiation improvement initiatives, and provides profiles of four such projects. The goal: Identify "best practices" contributing to measurable return on investment (ROI).

Download the White Paper