Roi em Treinamento: Aplicação de uma Metodologia para Mensuração

Jose Eduardo Ferreira Lopes; Marisa Aparecida Severino Alves; Lina Eiko Nakata

doi:10.5585/iptec.v4i2.72

Authors

Jose Eduardo Ferreira Lopes Universidade Federal de Uberlândia, Faculdade de Gestão e Negócios - FAGEN.
Marisa Aparecida Severino Alves Universidade Federal de Uberlândia - UFU
Lina Eiko Nakata Universidade Federal de Uberlândia, Faculdade de Gestão e Negócios.

DOI:

https://doi.org/10.5585/iptec.v4i2.72

Keywords:

ROI on Training, Training Assessment, Training Effects, Training Indexes.

Abstract

It has been a challenge to measure the return on investment in training and development, as well as to measure the return on the expectations based on training. Thus, we aimed, with this technical report, at presenting the adaptation and application of a model to measure the return on investments – ROI in training, and also assessing satisfaction and reaction to training, learning and application of the knowledge they acquired. For this, we have made an experiment from a training program for sales consultants of a telecommunications company, whose aim was to teach sellers to discover the buyers’ implicit needs, qualifying the sales process. 36 out of 138 sales consultants took part of the program, divided into two groups of 18, having received the training at different times. Simulated results suggest the adequacy of the model to measure ROI, but with some level of vulnerability to capture the performance indexes for sales and extraction of training effect, due to deficiencies in the sales management systems. However, it was possible to develop a model for this purpose.

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Author Biographies

Jose Eduardo Ferreira Lopes, Universidade Federal de Uberlândia, Faculdade de Gestão e Negócios - FAGEN.

Doutor em Administração de Organizações pela Universidade de São Paulo -USP, São Paulo, (Brasil). Professor da Faculdade de Gestão e Negócios (FAGEN) da Universidade Federal de Uberlândia - UFU, Minas Gerais, (Brasil).

Lina Eiko Nakata, Universidade Federal de Uberlândia, Faculdade de Gestão e Negócios.

Doutora em Administração pela Universidade de São Paulo - USP, São Paulo, (Brasil). Professora de Administração da Universidade Federal de Uberlândia - UFU, Minas Gerais, (Braisl).