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.