Effective sales transformation depends not only on learning, but on knowing whether learning works.
Effective sales transformation depends on more than great content – it depends on knowing whether the learning is working. Measurement is essential because it enables organisations to estimate the RoI of their investment, but its value goes far beyond finance. When done well, measurement reveals where learning is strong, where behaviours still need support, and where managers can coach more effectively to drive implementation. At Gyroscope we use the Learning-Transfer Evaluation Model (L-TEM) to make this happen.
L-TEM provides a modern, evidence-based framework that helps us see not just who has completed a programme, but who can perform, who is applying the skills in real conversations, and where targeted improvements will accelerate commercial impact.
The Learning–Transfer Evaluation Model (LTEM) is the most modern, research-based method for evaluating the impact of training. Unlike traditional models that focus on attendance, satisfaction or knowledge tests, LTEM concentrates on the real markers of performance:
LTEM has eight tiers. Real impact begins at Tier 5, where learners demonstrate decision-making competence. Tiers 7 and 8 measure transfer to the job and the commercial effects of that transfer.
Gyroscope applies LTEM to provide a credible, commercially meaningful view of training impact. We measure:
Decision-making strength through scenarios and AI roleplays
Task competence through demonstrations in workshops and coaching
How combining training and AI coaching is transforming sales effectiveness.