For the most part, professional services tracks the universe pretty closely. A significant difference appears, however, in the degree to which professional-services salespeople improve their ability to apply skills after training. Looking at post-training application scores for all five of the critical sales skills combined, the universe shows an 86 percent gain; professional services shows an 89% gain.
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The Healthcare Industry started with selling skills that were generally above the Universe. It appeared that Healthcare 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. Since the Healthcare Industry started with higher pre-sales training scores, their gains were somewhat less than the Universe.
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At an increasing frequency, Sales Management Training is requested by sales managers familiar with The Sales Board to improve their ability to provide coaching and resources that will help their sales force exceed sales quota. Aberdeen Group surveyed 835 companies and found more Action Selling trained sales forces achieving quota. Read the Full Article here.
The reasons are understandable. After all, consider the difficulty of collecting hard, measurable evidence that would establish a direct link between a sales training program and improved business results. First you would need a training program that teaches distinct, identifiable sales skills—skills that provably make a critical difference in the real world of sales. Then the program would have to improve those skills, demonstrably and measurably. Then the improved skills would have to “transfer” from the training program to application on the job, again demonstrably and measurably.
Since 1990 our research has tracked over 400,000 salespeople from a wide variety of industries and has identified five sales skills that are critical for maximizing sales performance. More increase sales and top sales performance have been achieved by knowing how and when to use these Five Critical Sales Skills than any other skills. Research shows that when salespeople certify on these Five Critical Sales Skills, sales performance increases at twice the rate of others. Take the Action Selling Free Benchmark Sales Skills Assessment to get a detailed recommendation on where you stand with the 5 Critical Selling Skills and what will happen if your sales force becomes Certified.
The following Sales Training Courses and Certification Programs can be customized and integrated easily within your own industry and sales application. All packages are available as Student, Coach and/or Instructor Materials. We focus on the key Sales Skills that have the greatest impact on increasing sales productivity. Prior to participating in these courses, we encourage each student to take our Free Sales Skills Assessment. This skills assessment measures current ability in using these selling skills and provides a basis for measuring growth and training ROI.
Through our Sales Training research on over 350,000 trained salespeople, we have learned that there are Five Sales Skills that need to be a central part of any successful sales training program. They must be learned and mastered before sales professionals can maximize their selling potential. These five Critical Sales Skills include …