The changing sales training and enablement landscape requires a different approach to generating an ROI on your training investment. We're mastering the art of using video based technology to prove that your sales force as adopted the skills and messages required to generate revenue.

1. TRANSFORMING
SALES
TRAINING
ROI

2. Transforming Sales
Training ROI
The traditional instructor-led training model is simply
expensive and the costs go well beyond the money
spent for content and training facilitation. There are
many hidden costs that can eat up training budgets,
including the soft costs of people’s time.

3. The hard costs
Let’s start by looking at the hard
costs, which include these common
outlays in running a sales training
program.
Content & Facilitation: For most
organizations this comes down to a
buy vs. build decision with many
finding it easier and more cost
effective to buy. However, there’s
often a significant cost to ensure the
content is tailored to your company’s
unique selling situations.

4. The hard costs
Meeting Space & Catering: Given the reduced
corporate physical footprints, most organizations
don’t have the luxury of large training spaces. This
reality requires expensive external meeting room
and catering expenses.

5. The hard costs
Travel & Entertainment: Often one of the
largest expenses is simply getting
people to and from the training. Beyond
the simple travel cost, most live training
sessions include a group dinner or other
entertainment, which further escalates
the expense.

6. The soft costs are real
In addition to the hard costs, there
are soft costs, including the time
costs of the resources involved in
developing and attending the
training.
Program development time: Time
spent by internal resources to
support the program can be
substantial. These activities can
range from the strategic, such as
content development and gaining
insight from senior leaders and high
performers around design, to the
mundane, particularly the tedious
and time-consuming event planning
work.

7. The soft costs are real
Participant time: Time out of the field for sales training has a
direct impact on near-term results. This should be on the top of
mind for anyone in a leadership position. Sure, building in agenda
time for email and phone catch-ups can help soften the blow, but
it’s often at the expense of achieving the full training objectives.

8. Using a video-based practice
solution can significantly minimize
these costs while actually
improving the training outcomes
Notable hard cost reduction has come from:
 Streamlining custom content development by
leveraging real-life practices and insight from
your company’s high performers
 Eliminating costs for travel and entertainment
 Eliminating meeting space and catering costs

9. These programs have
vastly reduced soft costs
because:
Participants can complete their
learning objectives and video
challenges during non-selling time
Program designers, sales
management or training professionals
can easily develop sales training
content through video-challenges
that are tailored to your real selling
situations
Coaching and feedback can happen
asynchronously, allowing managers to
provide feedback without interrupting
other critical job tasks

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13. Check out other free sales
resources by The Brevet Group
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14. The Brevet Group is a sales training and
sales enablement firm. We deliver
customized sales performance solutions
that help our clients sell smarter.
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