Larry Cerri writes about how UNISON’s fully recorded and categorized results lay the groundwork for Kirkpatrick Level 4 Evaluation. Over the past six months, we’ve been working with training professionals in the pharmaceutical industry who are using UNISON’s process and fully recorded results to assess the effectiveness of their training, correlating the results to the ascending four levels of the Kirkpatrick Evaluation Model. Briefly, the levels are: Level 1 refers to satisfaction or reaction to the training, usually accomplished through completing "smiley sheets." Level 2 is confirmation that the learning was acquired. This is usually done through tests. Level 3 evaluates the changed behavior as a result of the training, usually through rigorous certifications. Level 4 examines the organizational results as a result of the training. Increases in revenues for sales training are examined for sales training programs and a major swing in attitudes, productivity, turnover rates is examined in culture change programs.	UNISON Levels the Kirkpatrick Model A Conversation with a Training Designer UNISON in China Sidestep Field Sales Gaffes Meghan Bourke Joins Mike Berkowitz Keeps the Beat Heard from our Clients
	Because of the expense and the time involved, levels 3 and 4 outcomes are more difficult to execute -- that is up until now. "… the cost for UNISON is really balanced out by the fact that you don’t have to do anything more. It’s done," remarked one of our training clients. With the UNISON process and its complete data collection capabilities, the cost to execute levels 1, 2 and 3 Kirkpatrick evaluations is part of the cost of using UNISON at an interactive training session. Level 1 is gained through a basic UNISON function known as U-Tell Us. Level 2 results are gained by recording test answers at the beginning of a training session through, for example, knowledge check kiosks. Those answers plus intra-meeting results are tracked during the meeting as more knowledge and skills are shared. Level 3 is achieved through certifications conducted at the end of the training session. As one of our clients put it, “…the data clearly was compelling in the affirmative that our representatives came out of that launch meeting fully confident and fully capable.” See the U-Learn article that talks about the UNISON process in sales training certifications. With fully recorded results in hand, a Level 4 evaluation – how did the training impact the bottom-line – can take place. “It’s simple and it’s complex,” said another client. It’s simple because you have all the data from the tests and certifications. It’s complex because you have to correlate all the metrics and then develop a strong valid statement saying training impacted the improved field sales performance. Calvin Coolidge once said that “Those who trust to chance must abide by the results of chance. “ This is not a saying that any trainer would want to abide by, particularly when trying to evaluate the hard work that they have done for their clients. (See U-View interview.) The UNISON process and fully recorded results takes the chance out of training program evaluation and puts hard evidence in front of C-suite executives that affirms training’s role in increasing the bottom-line.