Due to general business conditions, copier sales at Kannon have gone down 30 percent in the last year. As part of an overall expense-reduction strategy, sales management decided to reduce salesforce expenses. Upper management required a business impact study to evaluate... More »

Learning & Development , Sales Enablement

Business Impact , Measuring and Evaluating

Purpose The purpose of this return-on-investment (ROI) study is to forecast the estimated potential benefits for human capital solutions as they relate to strategic company growth plans. Background MA Publishing* (fictitious name) is a subscription publishing company th... More »

Human Capital , Sales Enablement

Business Impact , Change Management , Economy , Engagement , Human Performance Improvement , Jobs , Measuring and Evaluating , Skills Gap

The term price specifically refers to the true cost and value to your customer. Value is what a customer gains from the experience of purchasing your product or servicea combination of a superior product provided by superior people, who create a place that is engaging a... More »

Global Human Resources Development , Human Capital , Sales Enablement

Business Impact , Economy , Measuring and Evaluating , Selling Skills

Hal-Com is one of the premier technology services providers in Cleveland, OH, offering a range of IT solutions and services. Poor hiring decisions created two problems for Hal-Com: high employee turnover rates and reduced customer satisfaction. In Fall 2001, Hal-Com imp... More »

Sales Enablement

Business Impact , Measuring and Evaluating , Selling Skills

As you likely recall, the first part of this article introduced a case study from the Clark firm, a six-branch car dealership that sells make-C vehicles. Part I explained how to use a control group to determine if the training was responsible for the recent sales succes... More »

Sales Enablement

Business Impact , Measuring and Evaluating , Selling Skills