IMPROVEMENT IN CRITICAL SALES SKILL #5: GAINING COMMITMENT SKILLS
GAINING COMMITMENT is the ability to complete sales calls with a commitment that moves the sales process forward. The Application data shows that prior to training, 64% of sales calls end without the salesperson asking for a commitment. Since the ability to gain commitment is key criteria for hiring salespeople, it appears that nearly two-thirds of salespeople are not doing their job. Training remedied this with a whopping 120% improvement in salespeople Asking for Commitment.
REMARKABLE FINDINGS ABOUT GAINING COMMITMENT SKILLS IN THE TECHNOLOGY INDUSTRY
- Knowledge scores were exactly the same as the Universe in the skill of Asking for Commitment.
- With dramatic improvement in Application, the Technology Industry salespeople showed that the inability to Ask for Commitment is clearly correctable with training. A whopping 120% improvement in the Application of Gaining Commitment skills occurred.
Even though the Technology Industry underperformed the Universe by 2 points in Knowledge gain and 8 points in the Application of the Knowledge the overall improvement of 76% skill gain is remarkable.
Key skills that achieved dramatic improvement include Sales Call Planning (112%), Presentation Skills (102%) and Gaining Commitment (120%). Training professionals in any industry definitely earn their keep with results like this.