What's Reviewed in the STAR Program?

This area is perhaps the most comprehensive aspect of the STAR evaluation.  Here, our team reviewed the key content areas delivered to Sales Reps and Managers to assess the range of topics taught but also the the level of learning achieved for each topic area based on Bloom's Typology of Learning

Current methods of delivery for sales training are evaluated to assess the effectiveness, engagement levels, and scalability of existing training formats—whether in-person, virtual, or hybrid. Based on the findings, the team will provide actionable recommendations to optimize training delivery methods to improve overall training effectiveness.

The STAR project aims to evaluate how the training organization measures the effectiveness of its sales training initiatives and how well data is being utilized to refine and enhance programs. The team will analyze the effectiveness of feedback loops, reporting structures, and data-driven decision-making practices

A STAR engagement  maps the current sales rep lifecycle, including key milestones such as hiring, onboarding, ramp-up, quota attainment, role transition (e.g., SDR to AE), and leadership development. We evaluate the current training touchpoints across this lifecycle to determine:

- Gaps in timing that may result in skill decay, performance stalls, or missed opportunities

- Redundancies or poorly sequenced training events that reduce effectiveness or waste resources

- Integration of coaching and reinforcement at critical inflection points

The STAR evaluation aims to assess whether the right individuals within the organization are receiving sales training and if the training aligns with their required knowledge, skills, and abilities (KSAs). The final recommendations will focus on optimizing audience selection and ensuring training initiatives effectively support the development needs critical to sales success.

A comprehensive survey is used to evaluate sales team satisfaction with current sales training programs. The collected data will be analyzed to identify key strengths and areas for improvement. Based on these insights, the team will provide the client with actionable recommendations to align future training initiatives with the needs and expectations of the sales team.