ANIMAL HEALTH INDUSTRY
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 THE ANIMAL HEALTH INDUSTRY
- Pre-Sales Training scores were higher and Post training results were slightly lower than the Universe in Knowledge of Sales Call Planning. This produced a lower skill gain than the Universe.
- 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 Animal Health Industry!
Post-sales training scores were also slightly higher than the Universe. Presentation Skills experienced the greatest gain with 100% improvement. The eye-opener for Animal Health was the realization that “pitching” products wasn’t the best way to develop long-term relationships with customers. Even though many salespeople in the Animal Health Industry struggled to change from “pitching products” to “presenting solutions,” those who made this leap outperformed those who didn’t.
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).