The Agriculture Finance Industry involves individuals who sell products and services that provide agricultural credit, risk management and the financial needs of farmers and ranchers. They could work in traditional banks that have divisions that specialize in financing solutions for the agriculture industry or for specialists in the Ag Finance Industry such as Farm Credit Systems, Cobank and agriculture manufacturers who finance purchases of farm equipment.
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%).
Even though salespeople in Ag Finance Industry started at a higher level than the Universe, they were hungry for sales training. Salespeople responded very well to the training and achieved high certification levels in all of the critical selling skills. Their ability to apply the skills improved from 48% to 81%. This is an industry filled with salespeople eager to learn.
Since the critical selling skills work together (each skill enhances the other), developing all of them simultaneously provides the salesperson with a systemic approach to solution selling. Continual sales performance improvement happens while long-term sales relationships are enhanced. The Agriculture Industry is a clear example of the need to develop ALL of the 5 Critical Selling skills.
Sales Training Report Includes: Agriculture Credit, Farm/Ranch Financing, Equipment Finance, Farm Credit, Agriculture Manufacturers, Risk Management, etc.
AGRICULTURE FINANCE INDUSTRY
SALES TRAINING REPORT SAMPLE
IMPROVEMENT IN CRITICAL SALES SKILL #2: SALES CALL PLANNING
REMARKABLE FINDINGS ABOUT SALES CALL PLANNING SKILLS IN AGRICULTURE FINANCE
- Pre-training scores were higher and post-training results were on par with the Universe in Knowledge of Sales Call Planning.
- A dramatic lift in this skill (matching the Universe) occurred in the Application of Sales Call Planning (123%).
- On its own, the improvement in the Application of Sales Call Planning skills created an economic justification for the entire training investment. A huge win for the Agriculture Finance Industry!