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 DISTRIBUTION INDUSTRY
- Pre and Post training results were on par with the Universe in Sales Call Planning.
- The improvement in the Application of Sales Call Planning skills alone created an economic justification for the entire training investment.
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.
Distribution salespeople responded very well to the training and achieved certification levels in all of the critical selling skills. Their ability to apply the skills was off the charts. Every skill showed significant gains. This is an industry filled with salespeople eager to make money.