Performance, Not Skills: MEASURING TRAINING SUCCESS

Most companies measure the effectiveness of their training programs by surveying participant reaction. But that's not good enough, say David van Adelsberg and Edward Trolley in their new book, Running Training Like a Business (Berrett-Koehler Publishers, 1999). The authors, executives at the Boston-based Forum Corp., advocate business-oriented training programs and measuring the bottom-line results of those programs.

For example, if the goal is to increase sales, then measure sales be

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