Every senior executive asks me what the ROI of one of our sales training programmes before signing off. Whilst there will always be 101 different variables to this, meaning no one can give them a definitive answer, we developed our own calculator based on previous client projects. Our free online calculator allows you to plug-in some key sales metrics from your business and then gives you a good indication of the potential results you can expect.
The calculator does NOT include every possible metric as from testing we found the more metrics we added, the fewer fields’ users completed, thus rendering the calculator worthless.
The calculator does include the most important fields in our opinion, and we’ve included an explanation on each metric below.
While most sales leaders intuitively understand the importance of developing their teams, quantifying the return on investment (ROI) from sales training programmes remains challenging. Our new Sales Training ROI Calculator helps decision-makers clearly demonstrate the financial impact of their sales training investments.
Maximizing the return on every investment is crucial. That’s why understanding and leveraging your sales training ROI isn’t just smart – it’s essential. Please use the calculator and if possible, please leave us feedback on how we can improve future versions.
Sales training represents a significant investment for organisations of all sizes. Beyond the direct costs of training programmes, companies must consider time away from selling activities, potential disruption to existing processes, and the implementation phase following training. Without a clear method to measure returns, it’s difficult to justify these investments to stakeholders or compare different training options.
A comprehensive ROI analysis helps:
– Justify training budgets to senior leadership and finance teams
– Compare different training providers and methodologies
– Identify which aspects of training deliver the greatest returns
– Fine-tune future training investments for maximum impact
– Demonstrate the strategic value of the sales function
To accurately calculate the ROI of sales training investments, you need to consider multiple performance indicators that training can influence. In no particular order our calculator uses:
Conversion rates vary from one industry to another and the metrics used such as MQL and SQL have varying definitions. There is no doubt however, that quality sales training typically leads to higher conversion rates as sales professionals learn to qualify leads better, handle objections more effectively, and guide prospects through the buying journey. Even a modest improvement of 10-15% in a sales reps conversion rates can dramatically impact revenue.
Well-trained sales teams develop the confidence and skills to negotiate more effectively, avoid unnecessary discounting, and uncover additional needs that lead to larger deals. Training often helps salespeople move from transactional selling to value-based approaches that support premium pricing. Our Consultative Selling and Solution Selling courses are good examples of this.
A recent survey concluded that Buyers are taking 55% longer to make purchases. Training that focuses on sales process efficiency and effective questioning techniques frequently shortens the sales cycle. When reps can progress opportunities more quickly, they can handle more deals in the same time period, improving overall productivity.
According to a study conducted by LinkedIn,94% of employees would stay longer with an employer who invested in their learning and development. Companies that encourage learning have up to 50% better employee engagement and retention. Only 20% of employees feel engaged at work. Quality training and development opportunities significantly impact employee engagement and retention. Considering that the cost of replacing a sales representative can range from 50-150% of their annual salary, reducing turnover delivers substantial financial benefits.
We’ve developed a comprehensive calculator that accounts for all these factors and more. Unlike simplistic ROI tools, our calculator:
– Factors in both direct and indirect costs of training
– Considers opportunity costs during the training period
– Projects benefits over multiple years
– Accounts for staff retention improvements
– Calculates payback periods and percentage returns
Calculate the potential return on investment for your sales training program
Note: Fields with asterisk (*) are required. Others have sensible defaults if left blank.
Based on your inputs, here's the potential return on your sales training investment:
Note: This calculator provides an estimate based on the information provided and industry averages. Actual results may vary. The ROI calculation assumes benefits continue at the same rate in Years 2 and 3 without additional training costs.
The calculator uses a sophisticated model that accounts for:
After processing these inputs, the calculator provides a detailed breakdown of:
– First-year financial benefits
– Net ROI percentage
– Payback period in months
– Three-year cumulative benefits
– Performance metric improvements
Consider a mid-sized technology company with:
– 20 salespeople
– £10 million annual revenue
– 15% average conversion rate
– £25,000 average deal size
– 75-day average sales cycle
– 25% annual staff turnover
After investing £30,000 in a comprehensive sales training programme, their expected improvements include:
– 15% increase in conversion rate
– 10% increase in average deal size
– 20% reduction in sales cycle length
– 25% reduction in staff turnover
Using our ROI calculator, this company would see:
– First-year net benefit: £415,000
– ROI percentage: 1,383%
– Payback period: less than 1 month
– Three-year cumulative benefit: £1,245,000
While our calculator focuses on quantifiable metrics, quality sales training delivers numerous benefits that aren’t easily measured but significantly impact long-term success:
– Improved customer relationships and satisfaction
– Enhanced company reputation and brand perception
– Knowledge sharing and collaboration among team members
– Greater adaptability to market changes
– Increased confidence and job satisfaction
While ROI calculations provide concrete data, the benefits of sales training extend far beyond mere numbers.
Improved customer relationships (CSAT scores), enhanced team morale, and increased employee retention are just a few of the intangible rewards that can significantly impact your bottom line.
In today’s digital age, leveraging the right tools can significantly enhance your sales training ROI. From AI-powered learning platforms to virtual reality simulations, technology offers innovative ways to make training more engaging and effective.
As an example, Klozers have invested heavily in AI Learning Design to create truly bespoke sales training programmes based on the exact needs of your people and your business.
If you’ve spoke to us before you’ll know we are equally passionate about results than training. Our unique approach to run training projects from a change management perspective rather than a learning perspective is unique within our industry.
Behavioural change in B2B sales doesn’t just come from a training workshop. It comes from winning hearts and minds and created long term support for said changes.
If you’ve spoke to us before you’ll know we are equally passionate about results than training. Our unique approach to run training projects from a change management perspective rather than a learning perspective is unique within our industry.
Behavioural change in B2B sales doesn’t just come from a training workshop. It comes from winning hearts and minds and created long term support for said changes.
The most successful sales teams aren’t just well-trained – they’re passionate about ongoing improvement. Ask your Klozers partner to discuss strategies for fostering a culture of learning that amplifies your training ROI and drives sustained performance gains.
Investing in sales training without measuring the returns is no longer acceptable. Our Sales Training ROI Calculator provides the clarity and insights needed to make informed decisions about sales training investments.
Whether you’re considering your first formal sales training programme or evaluating options to upgrade your current training approach, understanding the potential ROI helps ensure you allocate resources effectively for maximum impact on your bottom line.
Looking for expert sales training that delivers measurable ROI? Klozers specialises in results-driven B2B sales training with proven returns. Contact us today to discuss how we can help transform your teams sales performance.
Here’s what we tell every customer: To ensure you get the most value from our engagement, consider these proven strategies:
Download a free copy of our document on Partnering for Sales Excellence to discover additional ideas and insights on how you can maximise your training ROI.
Download a free copy of our document on Partnering for Sales Excellence to discover additional ideas and insights on how you can maximise your training ROI.
Iain Swanston has spent over 30 years in B2B sales selling, training and leading teams both domestically and internationally. In addition he serves as an Associate at Strathclyde University Business School where he has delivered the sales content for the Masters in Entrepreneurship since 2015.
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