IMPROVEMENT IN ALL 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 5 CRITICAL SALES SKILLS COMBINED IN THE DISTRIBUTION INDUSTRY
- The Distribution Industry mirrored the Universe in nearly every Critical Selling Skill.
- The improvements that were made provided a dramatic lift in Knowledge (43%) and a significant improvement in Application (89%). This easily justified the investment of time and money to train sales forces in the Distribution Industry
The Distribution Industry started with selling skills that were equal to the Universe. It appeared that Distribution salespeople were receiving some level of sales skills training prior to this training initiative. Final Knowledge and Application scores were on a par with the Universe. For the most part, distribution mirrored the Universe.
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).