Performance Measurement & Business Impact Flashcards
7 cards from real ATD practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.
Read the first 7 Performance Measurement & Business Impact flashcards as text
A sales enablement manager wants to prove that a new onboarding program reduced time-to-productivity. Which metric best demonstrates this outcome?
Answer: Days from hire to first closed deal
Days from hire to first closed deal directly measures time-to-productivity, the intended outcome of the onboarding program.
Which evaluation level in the Kirkpatrick Model specifically measures whether training caused a change in on-the-job behavior?
Answer: Level 3 – Behavior
Level 3 (Behavior) assesses whether participants applied what they learned on the job after training.
A company measures pipeline velocity as a sales enablement KPI. What does an increase in pipeline velocity indicate?
Answer: Deals are moving through the sales cycle faster
Pipeline velocity measures how quickly deals progress through stages, so an increase means deals are closing faster.
When presenting the ROI of a sales enablement initiative to a CFO, which calculation approach is most credible?
Answer: Isolating the revenue impact attributable to the initiative minus program costs divided by costs
ROI = (Net Benefit / Program Cost) × 100 requires isolating the financial impact attributable to the initiative.
A sales enablement team notices that content engagement metrics are high but win rates have not improved. What is the most likely explanation?
Answer: Content is being consumed but may not be effectively applied in buyer conversations
High engagement with low win-rate improvement suggests a transfer gap — reps consume content but fail to apply it during deals.
Which of the following is a leading indicator of future sales performance rather than a lagging indicator?
Answer: Number of discovery calls completed this week
Discovery calls completed is a leading indicator because it predicts future revenue before deals close, unlike metrics that reflect past results.
A sales enablement program reports a 20% increase in average deal size after coaching intervention. What additional data is needed to attribute this to the coaching?
Answer: A control group or isolation method to rule out external factors
Without a control group or isolation technique, the deal-size increase could be explained by market trends or other variables.