IMPROVEMENT IN ALL CRITICAL SALES SKILLS COMBINED
Mastery of the sales process requires salespeople to achieve Knowledge and Application scores of 75% or greater in each of the 5 Critical Sales skills. When this is accomplished, salespeople increase their sales rate by 6X. Salespeople who were trained but did not achieve certification levels, were 50% lower in sales growth than those who became certified.
REMARKABLE FINDINGS ABOUT ALL SKILLS COMBINED IN THE TECHNOLOGY INDUSTRY
- The Technology Industry was on par with Universe in Knowledge Pre-Sales-training scores in nearly every Critical Sales Skill. Due to this, Knowledge learning percentages were similar to the Universe (41% Vs 43%).
- The skill gains achieved by the Technology Industry easily provided justification for the training and a sizable improvement in sales growth over Pre-Sales Training levels.
The Technology Industry appeared to have made investments in sales training prior to their investment in this training. This is demonstrated by higher Pre-Sales Training scores in many of the 5 Critical Sales Skills. The key to any training, however, is how much knowledge gain occurs and how much of it transfers into the field.