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.