Find the assumption that can break transfer
Identify and test assumptions in the pathway from a learning intervention to a workplace outcome.
Missing middle Reps can perform in the lab, but the deal review environment still rewards discounting. The evaluation must find which link in the change pathway is weak. Theory of Change Map activities -> preconditions -> outcomes. A learning activity contributes to results through a chain of assumptions that can be tested. Shortcut Training happened, result moved or did not move. A pathway you can evaluate. Evaluate the pathway so improvement points are visible. 01 Precondition 02 Assumption 03 Indicator Step 1 The business outcome is higher deal value.
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