IMPROVEMENT IN CRITICAL SALES SKILL #2: SALES CALL PLANNING
SALES CALL PLANNING is primarily focused on the salesperson’s knowledge and ability to plan sales calls that include a Commitment Objective. A Commitment Objective is a goal that salespeople set for themselves to gain an agreement from the customer that moves the sales process forward. Failure to do this is the most frequent mistake made by the salesperson.
REMARKABLE FINDINGS ABOUT SALES CALL PLANNING SKILLS IN AGRICULTURE
- Pre and Post training results were on par with the Universe in Sales Call Planning Knowledge.
- A dramatic lift in this skill occurred in the Application of Sales Call Planning.
- The improvement in the Application of Sales Call Planning skills alone created an economic justification for the entire training investment. A huge win for the Agriculture Industry!
The Agriculture Industry started with selling skills that were lower than the Universe. It appeared that Agriculture salespeople were receiving some level of sales skills training prior to this training initiative but not at a level with the Universe.
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 was off the charts. Every skill showed significant gains. This is an industry filled with salespeople eager to learn.