Executives and managers often want to step back from all of the detailed reports on their desk to see the big picture. They want answers to the larger questions that keep them up at night. This interactive case study will address an innovative, action-oriented evaluation approach that answers the big-picture questions regarding sales, marketing, training, coaching, and on-the job support for sales representatives. Action-oriented evaluations provide a proactive, systemic, and systematic way to determine which materials work well and why and which materials don't work well and how to improve them. They identify potential breaks in the performance chain and emerging trends. Using this information, decision makers can implement blended solutions that support multiple employees. Come for the discussion and the exercises, stay for the job aids, samples, and lessons learned.

Learning Objectives - Form evaluation questions that address stakeholder concerns. Describe a high-level process to conduct action-oriented evaluations that improve job performance. Apply lessons learned to use action-oriented evaluation strategies in your organization.