Yes,Classroom Sales Training Can Enhance Performance

Organizations today face competitive conditions unlike those experienced in the past. Managers and team leaders must learn ways to get the highest level of performance from a team of people, work with a variety of individuals diverse projects, communicate with a wide audience clearly and effectively, and be able to provide performance feedback and elevate performance levels for people they hardly know. While few will argue that learning in organizations is critical to meeting these challenges, an increasing number of decision-makers are raising questions about the value of classroom training. The questions are especially difficult to address in sales training where results are observable (i.e., sales) but difficult to trace to performance events and interventions. The current study was conducted to address two questions: 1) Is it possible to link sales production to participation in classroom sales training? 2) If so, what are the elements of the training that seem to be most useful in enhancing employee performance and sales performance?     

An epidemiologic approach to screening gifted students utilizing WISC-R subtests

Full WISC-R evaluations of students who are referred to a gifted program, but who do not meet placement criteria, have become a drain on the resources of many school districts. A screening formula for gifted students, utilizing three WISC-R subtests (VO-BD-SI), was evaluated using traditional epidemiologic techniques. The screen was applied to the records of 200 students who had been referred for a gifted program and received complete WISC-R batteries. Screen results were compared to actual placement of the 200 subjects based on a WISC-R Full Scale, Verbal, or Performance IQ of 130 or more. Measures of sensitivity, specificity, and predictive value of the screen were determined. The screen correctly detected the majority of gifted students and could have major implications in terms of cost effectiveness and professional time management.     

Are Artificially Intelligent Conversational Chatbots Uniformly Effective in Reducing Summer Melt? Evidence from a Randomized Controlled Trial

Research in Higher Education - Our field experiment extends prior work on college matriculation by testing the extent to which an artificially intelligent (AI) chatbot’s outreach and support...