Enablement Impact Agent

The agent waits ninety days after each training programme before starting the comparison. That gives changes enough time to show in attendees’ calls and results, while keeping them close enough to the programme to be attributable.

• Schedule: Ninety days after each programme
• Scope: Each completed training programme

Next, the agent pulls every deal each attendee has closed since the programme. Using each attendee’s own results gives the later comparison the numbers needed to check whether changes on calls were reflected in what they closed.

• Include: Every deal closed by a programme attendee since the programme
• Compare: Each attendee against their own results

The agent then pulls calls from before and after the programme for each attendee. Looking at both sides shows whether their behaviour changed after the training, rather than judging its impact from results alone.

• Include: Calls from programme attendees
• Periods: Before and after the programme

For each attendee, the agent compares calls from before and after the programme and names the behaviour that changed. It focuses on what the attendee did differently on calls, leaving the comparison with their results to the next step.

The agent sets each attendee’s behaviour changes against the deals they closed after the programme. It then says what the programme moved, if anything, so Enablement can see where changed behaviour and changed results line up.

Finally, the agent creates one impact record for the programme, bringing together the behaviour comparison and what changed in attendees’ results. Enablement can use the record to see whether the programme moved anything before scheduling it again.

• Create: One impact record per programme
• Include: Behaviour changes and the comparison with attendee results
• Recipient: Enablement