When we take a deeper look at the problem, again based on The Sales Board’s research, it becomes clear why such a large percentage of salespeople fail to deal skillfully with objections, despite the huge sums spent on sales training: The objection-handling techniques taught by most sales training companies are extremely flawed.
In most companies, Customer Relationship Professionals (CRPs) have more customer contact than your traditional sales force. They provide information, solve problems, make referrals, and handle sales opportunities like up-sell and cross-sell.
Research by the Aberdeen Group finds that two-thirds of sales reps fail to hit quota and that 65% of B2B companies say their #1 challenge is sales productivity.
The Automotive Industry is a wide range of companies and organizations involved in the design, development, manufacturing, marketing, and selling of motor vehicles and aftermarket products for automobiles. It is one of the most important sectors of the World’s economy. For the purposes of this study the Automotive Industry also includes companies dedicated to the maintenance of automobiles following delivery to the end-user, such as automobile repair shops and companies who supply auto parts used to repair or enhance automobiles.
The Animal Health Industry is also known as Veterinary medicine. For the purpose of this study companies that are assigned to this industry are typically providing products and/or services to veterinarians. Animal Health is a branch of medicine that deals with the prevention, diagnosis and treatment of disease, disorder and injury in non-human animals. The scope of veterinary medicine is wide, covering all animal species, both domesticated and wild, with a wide range of conditions which can affect different species.
The Construction Industry involves the process of constructing buildings or other infrastructure. Companies involved in the Construction Industry include builders, building materials companies, architecture firms and building/infrastructure project management. Construction as an industry comprises six to nine percent of the gross domestic product of developed countries.
The Sales Board, is a Top 20 Global Sales Development Company. We’ve been recognized as Top 20 by TrainingIndustry.com and SellingPower.com for many years. About a year ago, we landed an engagement with Tonka Bay Equity Partners in Minnetonka, Minnesota. As with any new client, we started our own form of due diligence.
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.
The Professional Services Industry involves individuals holding professional licenses such as architects, auditors, engineers, doctors and lawyers. Other professional services included in the study are specialist who provide support to businesses such as tax advice, accounting, IT or management consulting.
The Manufacturing Industry involves individuals who sell products that are made using labor, machines, tools, chemical or biological formulation. Manufacturing typically refers to industrial production, in which raw materials are transformed into finished goods on a large scale.