Performance Improvement of a Sales Training Feedback System

Performance Improvement of a Sales Training Feedback System

Simone G. Symonette (Indiana University, USA)
Copyright: © 2015 |Pages: 16
DOI: 10.4018/978-1-4666-8330-3.ch002


This case study examines the analysis, design, development, implementation, and continuous improvement of a training feedback system. In this case, the system captured sales training participant feedback and distributed that data to stakeholders to analyze and to resolve problems within the learning experience. The intervention set presented in the case is intended for practitioners who have limited time and resources but are interested in creating a feedback system that meets ever changing business demands in a sales training environment.
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Setting The Stage

The performance consultant investigated the current state of the feedback system of the department. The goal to fix the feedback system seemed quite intuitive; however, barriers existed that prevented the feedback system from being improved and taking root in the sales training department. These barriers included the organization emphasizing centralized business goals at the expense of local business needs.

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