Analyzing the Efficiency of Training of the Sales Executives



The Case

The organization in this case was a manufacturer of office furniture with more than 200 employees. They had invested a lot of money in the training of the sales executives and wanted to investigate whether there was a positive correlation between the days of training that a sales executive had received and the sales figures of each of the sales executives. In other words they wanted to investigate whether the training received influenced positively the performance of the sales executives.



Our Approach

In the analysis we used a sample of 30 sales executives and for each one we gathered the following data: the sales figures for a defined period before the training, the days of training received and the sales figures for a defined period after the training. We then performed a statistical analysis in SPSS using the Pearson correlation coefficient.



statistics, pearson correlation coefficient



Results and Conclusions

The computed Pearson correlation coefficient between the sales before training and the sales after training (0.872) as well as between the days of training received and the sales after training (0,566) demonstrated a statistically significant relationship at the 0,01 level. This means that the training had been effective and it had actually improved the performance of the sales executives.