Consider this scenario:  You implemented a negotiating sales training program into your global organization several months ago.  You have obtained information on results following completion of the program and learned that sales revenue  increased 12% over the same period in the previous year.  In a meeting with the VP of Sales you share the results you have identified, including this revenue increase, only to hear the following:

“How do you know it was the learning program? What about the new sales process we installed? And how about the new product we launched that has been so well received?”

How frustrating when measurement data is obtained, reported and then not accepted by leaders who challenge the conclusion that the learning solution contributed to the results!

In this webinar you will be introduced to a model used to link learning solution investments to business impact with the result that leaders accept, even celebrate, the findings!  One key message from this webinar:  measurement of impact from learning solutions is a front-end, not after-the-fact, process.  Additionally, the three most frequently made mistakes when linking and measuring learning solution results to business impact will be discussed.

About the Presenters

Dana Robinson

Dana Robinson founded Partners in Change, Inc. in 1981 and served as its President for 27 years. She is a recognized leader in the area of performance technology, assisting organizations in defining the performance of people needed to achieve required business goals. As a consultant, Dana has assisted hundreds of HR and Learning functions to transition from a traditional and tactical focus to a performance and strategic focus.

With Jim Robinson, Dana co-authored seven books, including the first book ever published on the subject of performance consulting. This book, Performance Consulting: Moving Beyond Training, published in 1995, was selected by the Society for Human Resource Management (SHRM) for its book of the year award. The Robinsons have also co-authored a book with Ken Blanchard entitled Zap the Gaps! Target Higher Performance and Achieve It! (2002). In 2005, a book focusing on the role of HR business partner was published. This book is titled Strategic Business Partner: Aligning People Strategies with Business Goals. The third edition of Performance Consulting, coauthored with Jack and Patti Phillips and Dick Handshaw, was released in the spring of 2015.

Dana has received numerous awards throughout her career, including the Distinguished Contribution Award by ATD and the Thought Leadership Award by ISA. In 2010 she was inducted as a Fellow into the Leadership and Organization Development Hall of Fame, and in 2013 she and her husband were given the Thomas Gilbert Award for Distinguished Professional Achievement from ISPI.

Dana lives in Raleigh, North Carolina. She is partnering with the Handshaw firm to deliver the performance consulting services this firm now provides to clients.

Chris Adams

Chris Adams is a performance consultant and instructional designer with over 20 years of experience helping clients engage people, apply processes, and implement technology to improve human and organizational performance. He is currently a senior consultant for Handshaw, Inc. in Charlotte, NC.

In 1999, Chris was co-inventor of Handshaw’s award-winning software, Lumenix – one of the first content-managed platforms for e-learning. Chris has been a featured speaker for a number of ISPI and ATD chapters and has presented at regional and international conferences such as Training Solutions, The Performance Improvement Conference, and the Coast Guard Human Performance Technology Conference.

Chris is a long-time member of the International Society for Performance Improvement and was a founding board member of the Charlotte chapter, where he served as chapter president in 2013. 

Chris holds degrees in mass communication and instructional systems technology. He is currently a doctoral student in the Instructional Design and Technology program at Old Dominion University, where his research interests include applying new perspectives from design research to human performance technology.