The ROI of Effective Sales Training: Making the Business Case
The ROI of Effective Sales Training: Making the Business Case
RAIN Group’s article “The ROI of Effective Sales Training” explains how sales enablement and L&D leaders can secure executive buy-in by proving measurable business impact. While only one-third of companies rate their training as highly effective, effective programs drive higher revenue and reduce turnover (33.8% vs. 45.5%). The guide presents a five-step ROI framework: (1) identify business challenges, (2) link training directly to organizational goals, (3) use internal/external data to quantify results, (4) present cost-versus-return analysis to show financial gains and productivity savings, and (5) secure leadership buy-in through a clear, data-backed narrative. Core metrics include revenue growth, win rates, deal size, and seller productivity. RAIN’s Sales Performance Analysis Tool help
