Benchmarking is important. Where is the team in their knowledge at this point and post training. Assess whether the training is being leveraged and survey the participants - are they benefiting, is the content still relevant? You'd be surprised how much training is developed without the student/participant in mind.

Tracking the effectiveness of sales operations training programs over time is crucial for ensuring they achieve the desired outcomes and contribute positively to business goals. Define specific outcomes for the training, such as improved customer satisfaction, increased sales volume, reduced lead response time, or enhanced product knowledge. Establish Key Performance Indicators (KPIs) for each objective, ensuring they align with both the sales team’s goals and the broader organizational objectives. Assess participants' skills before and after training through quizzes, role-playing exercises, or simulations to measure knowledge gained. Applying these tracking methods, you can create a feedback loop that enhances the training programs

The only way is to set a clear KPI. For example, if you've identified that sales reps have issues at the demo stage and the conversion rate is low, you can design a special training program to improve their presentation skills, industry knowledge, and understanding of product and technical aspects, if needed. Once reps successfully pass the training course, the conversion rate at this pipeline stage should improve. If it doesn’t, the training wasn’t effective. Set a KPI and define how and within what timeframe you’re going to achieve it.

Set Clear Metrics: Define KPIs such as sales growth, conversion rates, and productivity improvements. Pre and Post-Assessments: Conduct tests before and after training to measure knowledge gains. Performance Tracking: Monitor individual and team performance metrics regularly to identify trends. Feedback Surveys: Collect participant feedback to assess satisfaction and perceived value. Behavioral Observations: Observe changes in sales behaviors and application of skills in real scenarios. Retention Rates: Measure how well participants retain and utilize training over time. Continuous Improvement: Analyze data to refine and enhance training programs based on insights.

Mentorship is about setting the example and understanding the specific needs of those you’re training. Beyond achieving KPIs, mentees need to feel genuinely supported and know their growth is valued. Engage in regular check-ins to understand any challenges they face, providing encouragement, especially when progress slows or they hit roadblocks. Often, emotional barriers—not just technical skills—are what hinder their progress. By helping them address these underlying challenges, you create a foundation for sustainable success and long-term confidence.