AGRICULTURE FINANCE INDUSTRY
IMPROVEMENT IN ALL CRITICAL SALES SKILLS COMBINED
Mastery of the sales process requires salespeople to achieve Knowledge and Application scores of 75% or greater in each of the 5 Critical Sales skills. When this is accomplished, salespeople increase their sales rate by 6X. Salespeople who were trained but did not achieve certification levels, were 50% lower in sales growth than those who became certified.
REMARKABLE FINDINGS ABOUT ALL SKILLS COMBINED IN THE AGRICULTURE FINANCE INDUSTRY
- The Agriculture Finance Industry started ahead of the Universe in pre-training in nearly every Critical Selling Skill. However, learning was consistently competitive with the Universe.
- The improvements that were made provided a good lift in Knowledge and a significant improvement in Application. The Agriculture Finance Industry achieved significant improvement in Critical Selling Skills in spite of an apparent head start on the Universe.
The Ag Finance Industry started with selling skills that were generally higher than the Universe. It appeared that Ag Finance salespeople were receiving some level of sales skills training prior to this training initiative. Pre-sales training scores were higher in all skills with the exception of Gaining Commitment.
Post-training Knowledge and Application scores were higher than the Universe with the exception of Sales Call Planning and Presentation Skills. Overall skill gain was significant at 70% (but less than the Universe at 86%). Key skills that were enhanced included: Sales call Planning (123%) and Gaining Commitment (106%).
About Duane Sparks
Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).
Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).