IMPROVEMENT IN ALL CRITICAL SELLING SKILLS
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 INDUSTRY
- The Agriculture Industry started behind the Universe in Pre-Training in every Critical Selling Skill. However, learning was consistently greater than the Universe.
- Agriculture Industry companies greatly exceeded the gain in Application compared to the Universe (119% Vs 86%). The enormous gain is due to lower pre-training scores followed by greater Post-Training scores.
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.