The Fortune 500 involves individuals who sell products or services in a variety of industries. The mere size of the companies and the brand awareness of the products/services creates and advantage over smaller competitors in the respective industry.
The Fortune 500 started with selling skills that were generally below the Universe. It appeared that Fortune 500 salespeople were not being trained in sales skills. Perhaps it is due to the perception that products and services from large companies do not require salespeople to add value to the sales equation…Fortune 500 products sell themselves rather than the salespeople.
Salespeople responded very well to the training and achieved certification levels in the critical selling skills. Their ability to apply the skills was off the charts (55% – 181%). Their average improvement in Application of critical skills of 106% was as high as it gets in this study. Every individual skill improved at a greater rate than the Universe.
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 Fortune 500 is a clear example of the need to develop ALL of the 5 Critical Selling skills.
SALES TRAINING REPORT SAMPLE IMPROVEMENT IN CRITICAL SALES SKILL #5: GAINING COMMITMENT