PROFESSIONAL SERVICES INDUSTRY
IMPROVEMENT IN 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 THE PROFESSIONAL SERVICES INDUSTRY
- A dramatic lift in this skill occurred in the Application of Sales Call Planning.
- The improvement in the Application of Sales Call Planning skills alone created an economic justification for the entire training investment.
The Professional Services Industry started with similar pre-sales training skills as the Universe. Because they were superior learners, their skill gains from sales training were higher than the Universe. Key skills that showed high levels of improvement include: Sales call Planning, Presentation Skills and Gaining Commitment.
With such large gains in both Knowledge and Application, an investment in sales training is clearly in the best interest of any organization in the Professional Services business.