Indicator Type Purpose How to Measure Time to Measure Certification Results Did the audience internalize the content? Quiz Verbal role play Observation Immediately following Audience Satisfaction Was the audience engaged and find value in the training content? Survey Conversations/Interviews Proactive positive feedback Behavior Change Are sales people illustrating the desired behavior change related to the training? Director observation Usage of tools Engagement with new content 1st 60 Days Leading Early metrics that tell us a business result should be realized in the future Pipeline size Improved win rate Sales generated leads 90 days+ Lagging Was there a true business result that can be attributed to the training Revenue EBITDA Stock price Dependent on the complexity of the topic and sales cycle length. Typically 9-12 Mo’s+