The Manufacturing Industry involves individuals who sell products that are made using labor, machines, tools, chemical or biological formulation. Manufacturing typically refers to industrial production, in which raw materials are transformed into finished goods on a large scale.
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.
Overall skill gain was significant at 77% (slightly lower than the Universe at 86%). Key skills that were enhanced included Sales Call Planning, Presentation Skills and Gaining Commitment. Most of the salespeople in Manufacturing see themselves as industry salespeople. They will describe their jobs as connected to the industry they work in. Examples include: “I’m a technology salesperson.” Or, “I sell heavy equipment in the mining industry.” This connection frequently confuses the need to develop sales skills over product knowledge. However, the increases in sales performance improvement from the elevation in selling skills was greatly appreciated in Manufacturing since selling skills allow salespeople to better leverage their product knowledge into delivering differentiated solutions to the customer.
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 improved from 56% to 115%. Every skill showed significant gains. This is an industry filled with salespeople eager to solve problems for customers.
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 solution selling. Continual sales performance improvement happens while long-term sales relationships are enhanced. The Manufacturing Industry is a clear example of the need to develop ALL of the 5 Critical Selling skills.
Sales Training Report Includes: Industrial Production, Labor, Tools, Equipment, Chemical & Biological Procession, Automation, etc.
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IMPROVEMENT IN CRITICAL SALES SKILL #2: SALES CALL PLANNING
REMARKABLE FINDINGS ABOUT SALES CALL PLANNING SKILLS IN MANUFACTURING
- Pre and Post-training results were on par with the Universe in Sales Call Planning.
- A dramatic lift in this skill occurred in the Application (115%) of Sales Call Planning.
- The improvement in the Application of Sales Call Planning skills alone created an economic justification for the entire training investment.