FINANCIAL SERVICES INDUSTRY
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 SKILLS IN THE FINANCIAL SERVICES INDUSTRY
The Pre-Training score of 27% in the Application of Gaining Commitment is the lowest score recorded for any industry.
Sales performance improvement was dramatic in this Industry based on this skill gain alone.
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.
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