IMPROVEMENT IN THE CRITICAL SALES SKILL #2: SALES CALL PLANNING
SALES CALL PLANNING is primarily focused on the salesperson’s knowledge and ability to plan sales calls that include a Commitment Objective. A Commitment Objective is a goal that salespeople set for themselves to gain an agreement from the customer that moves the sales process forward. Failure to do this is the most frequent mistake made by the salesperson.
REMARKABLE FINDINGS ABOUT SALES CALL PLANNING SKILLS IN MANUFACTURING
- Pre and Post-training results were on par with the Universe in Sales Call Planning.
- The improvement in the Application of Sales Call Planning skills alone created an economic justification for the entire training investment.
The Manufacturing Industry started with selling skills that were equal to the Universe. It appeared that Manufacturing salespeople were receiving some level of sales skills training prior to this training initiative. Final Knowledge and Application scores were on a par with the Universe.