Evaluating Field Development Activities: A Practical Road Map to ROI

Johnson, Jim; Catania, Michael; Freitag, Delores; Gmach, Mark; Hamstra, Bruce; McLaughlin, Don; Williamson, Faye
January 2005
LIMRA's MarketFacts Quarterly;Winter2005, Vol. 24 Issue 1, p30
Trade Publication
Evaluates the return on investment (ROI) of financial companies that invested for the training of its sales force, resources and capacity in providing a wide variety of programs designed to make their producers more productive. Levels of evaluation that will help quantify student experiences and any subsequent performance changes; Levels of evaluation; Method of measuring training ROI; Appropriateness ROI.


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