The Construction Industry includes builders, building materials companies, architecture firms and building/infrastructure project management. Construction in an important sector of any developed country’s economy and typically accounts for a large portion of their gross domestic product.
The Construction Industry started with selling skills that were slightly below the Universe in Knowledge (1 point) but higher in Application (3 points). It appeared that Construction salespeople were being trained in sales skills on a par with the Universe prior to sales training.
Salespeople responded very well to the training and achieved certification levels in all of the critical selling skills. Dramatic Application gains were made in Sales Call Planning, Presentation Skills and Gaining Commitment. Even though the overall gains in Application were 73%, they fell well below the Universe at 86%. The Construction Industry can benefit from more practice using these critical selling skills.
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 sales situations. Continual sales performance improvement happens while long-term sales relationships are enhanced. The Construction is a clear example of the need to develop ALL of the 5 Critical Selling skills.
Sales Training Report Includes: Builders, Infrastructure, Architecture Firms, Building Materials, Project Management, etc.
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Sales Training Report Sample
IMPROVEMENT IN CRITICAL SALES SKILL #2: SALES CALL PLANNING
REMARKABLE FINDINGS ABOUT SALES CALL PLANNING SKILLS IN CONSTRUCTION
- Pre and Post training results were on par with the Universe in Knowledge and Application of Sales Call Planning.
- A dramatic lift in this skill occurred in the Application of Sales Call Planning (105%).
- The improvement in the Application of Sales Call Planning skills alone created an economic justification for the entire training investment.