IMPROVEMENT IN CRITICAL SALES SKILL #5: GAINING COMMITMENT SKILLS
GAINING COMMITMENT is the ability to complete sales calls with a commitment that moves the sales process forward. The Application data shows that prior to training, 64% of sales calls end without the salesperson asking for a commitment. Since the ability to gain commitment is key criteria for hiring salespeople, it appears that nearly two-thirds of salespeople are not doing their job. Training remedied this with a whopping 120% improvement in salespeople Asking for Commitment.
REMARKABLE FINDINGS ABOUT GAINING COMMITMENT SKILLS IN THE DISTRIBUTION INDUSTRY
- Both Knowledge and Application showed very similar gains to the Universe in the skill of Asking for Commitment.
- Sales performance improvement and training ROI was dramatic in the Distribution Industry based on the sizable improvement in Gaining Commitment skills.
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 improved from 43% to 81%. Every skill showed significant gains. This is an industry filled with salespeople eager to make money.
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 Distribution Industry is a clear example of the need to develop ALL of the 5 Critical Selling skills.