1. Overall, based on these numbers, how effective would you say the training program is? Exercise 8.1: Evaluating Training Programs The Kehoe Company, which specializes in the sales of medical office software, has decided to provide training for its salespeople. The training includes live role-plays and online training about the prod- ucts themselves. Next, the company decided to evaluate the effects of the training program on the two metrics separately. The first table shows a measure of average employee sales performance for the two offices pre- and posttraining. The second table shows a measure of product knowledge for the two offices pre- and posttraining. OFFICE PRETRAINING JOB POSTTRAINING JOB PERFORMANCE (SALES) PERFORMANCE (SALES) Atlanta traired) 8.0 9.4 Houston (untrained control) 85 85 SAMPLE SIZE 452 395 To evaluate the program, the company assessed sales performance and product knowledge in the year before and after the training. The company compared employees in two regions, Atlanta (the trained group) and Houston (who were not trained). The two groups were considered equivalent in terms of their performance and demograph- ics. All metrics are on a 10-point scale. OFFICE PRETRAINING PRODUCT KNOWLEDGE TEST 8.6 POSTTRAINING PRODUCT KNOWLEDGE TEST 8.9 SAMPLE SIZE 449 Atlanta trained Houston (untrained/controll 88 403 The following table shows the results of the training evaluation for the two offices. The metric used to evaluate the training is a compos- ite of sales volume and a measure of employees' product knowledge. OFFICE SAMPLE SIZE PRETRAINING COMPOSITE (AVERAGE) OF SALES PERFORMANCE AND PRODUCT KNOWLEDGE POSTTRAINING COMPOSITE (AVERAGE) OF SALES PERFORMA! AND PRODUCT KNOWLEDGE 2. Based on these numbers, what would you say is the effective- ness of the training program with regard to each of the training outcomes? 3. If the company wanted to adjust the training program, what would you recommend? 4. A colleague argues that sales numbers seem to be up as a result of the training program, so it doesn't matter whether employees showed an increase in product knowledge. What would be your response to that argument? Atlanta (trained) 92 449 8.5 8.7 Houston (untrained/ control) 398 Questions 1. Overall, based on these numbers, how effective would you say the training program is? Exercise 8.1: Evaluating Training Programs The Kehoe Company, which specializes in the sales of medical office software, has decided to provide training for its salespeople. The training includes live role-plays and online training about the prod- ucts themselves. Next, the company decided to evaluate the effects of the training program on the two metrics separately. The first table shows a measure of average employee sales performance for the two offices pre- and posttraining. The second table shows a measure of product knowledge for the two offices pre- and posttraining. OFFICE PRETRAINING JOB POSTTRAINING JOB PERFORMANCE (SALES) PERFORMANCE (SALES) Atlanta traired) 8.0 9.4 Houston (untrained control) 85 85 SAMPLE SIZE 452 395 To evaluate the program, the company assessed sales performance and product knowledge in the year before and after the training. The company compared employees in two regions, Atlanta (the trained group) and Houston (who were not trained). The two groups were considered equivalent in terms of their performance and demograph- ics. All metrics are on a 10-point scale. OFFICE PRETRAINING PRODUCT KNOWLEDGE TEST 8.6 POSTTRAINING PRODUCT KNOWLEDGE TEST 8.9 SAMPLE SIZE 449 Atlanta trained Houston (untrained/controll 88 403 The following table shows the results of the training evaluation for the two offices. The metric used to evaluate the training is a compos- ite of sales volume and a measure of employees' product knowledge. OFFICE SAMPLE SIZE PRETRAINING COMPOSITE (AVERAGE) OF SALES PERFORMANCE AND PRODUCT KNOWLEDGE POSTTRAINING COMPOSITE (AVERAGE) OF SALES PERFORMA! AND PRODUCT KNOWLEDGE 2. Based on these numbers, what would you say is the effective- ness of the training program with regard to each of the training outcomes? 3. If the company wanted to adjust the training program, what would you recommend? 4. A colleague argues that sales numbers seem to be up as a result of the training program, so it doesn't matter whether employees showed an increase in product knowledge. What would be your response to that argument? Atlanta (trained) 92 449 8.5 8.7 Houston (untrained/ control) 398 Questions