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 TECHNOLOGY INDUSTRY
- Pre-Sales Training scores were slightly lower (1 point) and Post training results were 4 points lower than the Universe in Knowledge of Sales Call Planning. This produced a lower skill gain in Knowledge than the Universe.
- The improvement in the Application of Sales Call Planning skills alone created an economic justification for the entire training investment. A huge win for the Technology Industry!
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 and Gaining Commitment. Training professionals in any industry definitely earn their keep with results like this.
About Duane Sparks
Duane Sparks is founder and chairman of The Sales Board, the authoritative source of practical and leading-edge information about the art and science of selling. He has created Action Selling sales training products and learning systems that transform sales organizations. Duane is author of these best-selling books: Action Selling, Selling Your Price, Questions (the Answer to Sales), Masters of Loyalty (How to turn your sales force into a loyalty force), and Sales Strategy from the Inside Out (How complex selling really works).
Discover how the best sales training process can make spectacular improvements in sales skills. Action Selling: How to Sell Like a Professional (Even If You Think You are One).