FINANCIAL SERVICES INDUSTRY
IMPROVEMENT IN ALL 5 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 SKILLS COMBINED IN THE FINANCIAL SERVICES INDUSTRY
- The Financial Services Industry lagged the Universe in nearly every Critical Sales Skill prior to training. Sales Skill Knowledge was 4 points below the Universe and sales skill Application was 5 points behind the Universe.
- Financial Services companies improved their Critical Sales Skills 19 points more than all other companies in the study who received sales training.
Financial Services lagged the Universe in every pre-sales training category. Overall, they started 4 points behind the Universe in Knowledge and 5 points behind in Application. However, they had one of the highest percentage improvements of any industries in the study.
Key skills that improved the most were: Sales Call Planning, Presentation Skills and Gaining Commitment. Overall skills improvement (105%) was one of the best ROIs in the entire study.