Evaluation
Kirkpatrick’s four levels
How I tell whether training actually changed anything.
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1
Reaction
Did learners find it useful, relevant, and worth their time?
How I measure it: Surveys right after the session.
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2
Learning
Did they gain the knowledge and skills?
How I measure it: Assessments, certifications, and role-plays.
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3
Behavior
Are they doing it differently on the job?
How I measure it: Managers observing the work, call reviews in Gong, deal reviews, and CRM activity.
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4
Results
Did the business move?
How I measure it: Ramp time, quota attainment, deal cycle, and partner-sourced revenue.
Most programs stop at levels 1 and 2: the survey and the quiz. They’re easy to collect, and they say little. The real evidence is in levels 3 and 4: whether people actually work differently, and whether the business moves because of it. That’s how you know there’s been real behavioral change.
See what changed in the field →