ANIMAL HEALTH INDUSTRY
IMPROVEMENT IN ALL 5 OF THE 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 ANIMAL HEALTH INDUSTRY
- The Animal Health Industry started ahead the Universe in Pre-Sales Training in nearly every Critical Sales Skill. Due to this, learning percentages were slightly less than the Universe.
- The skill gains achieved by the Animal Health Industry easily provided justification for the training and a sizable improvement in sales growth over Pre-Sales Training levels.
Animal Health appeared to have made investments in sales training prior to their investment in this training. This is demonstrated by slightly higher pre-sales Training scores than the Universe in nearly all of the 5 Critical Sales Skills. Animal Health was 3 points higher in Knowledge and 4 points higher in Application than the Universe in pre-sales training skills.
The key to any training, however, is how much knowledge gain occurs and how much of it transfers into the field. Even though the Animal Health Industry underperformed the Universe, a large gain in Knowledge and a larger gain in the Application of the Knowledge is truly remarkable. Training professionals earn their keep with results like this.
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).