Video: Big Data Reveals the Best Way to Develop Sales Talent
Big Data Reveals the Best Way to Develop Sales Talent
Every company on the planet has a yearly sales number they are attempting to hit.
New big data from The Sales Board shows a key reason why achieving your sales goals might be more like mission impossible.
It has to do with your sales team and the skills that allow them to perform at their peak potential.
The Sales Board, is one of the top 20 sales skill development companies in the world. Using validated assessments, we’ve tested, trained and certified over 400,000 sales people from over 3500 companies. During the past 25 years, we have the largest database of the selling skills of salespeople and a recent analysis of this data is nothing short of astounding.
Here’s an example: let’s take a look at sales call planning. Did you know that even when sales people have pretty good knowledge about how to plan an effective sales call, big data shows that on average sales people only put about half of those skills into action? It’s true! And most companies don’t realize that this sales damaging skill is even a problem for them. So, from a management or coaching perspective, if you don’t know a skill deficiency exists, it’s extremely hard to fix.
Sales call planning is only one of the skills that are critical to effective selling, but big data reveals the average sales professional knows 61% of what they should. Worse yet, depending on the critical skill, sales people apply only 43% of what they know. This lack of critical selling skills could be killing the chances of hitting your sales goals.
Everyone thinks sales people are great at making presentations. Our database of 400,000 salespeople shows the average person knows 67% of what a highly successful presenter knows. That may sound good, but the problem is they only apply 37% of what they know.
What this means is when your rep is making that big presentation, they might know what to do, but execute poorly. Here’s another example: everyone agrees that closing and gaining commitment is a trait that sales people must have to be successful.
Well, guess what, big data shows that this is their weakest skill of all. Knowledge is only 56% and application of closing skill is a mere 36%. It’s pretty obvious if your team is like the 3,500 we’ve tested so far, some problems exist, but the flip side is your team most likely has tremendous potential.
Here is what the study proved will happen with proper training: knowledge of how to make an effective presentation will grow by 27%, but the average ability to use these more effective skills grows by a whopping 111%.
Closing or the skill of gaining commitment will grow by an impressive 55% in knowledge and an amazing 119% in the ability to apply the skills and that’s just the average gain!
To learn about all the critical skills needed for a top performing sales force and get a free sales force assessment contact The Sales Board. We’ll compare your salespeople to the 3,500 sales teams we’ve already assessed, some might be your competition.
Let our big data show you what sales skills are keeping you from growing your business and hitting sales goals!
Call the sales board at 800-232-3485 or drop us an email at email@example.com and we’ll set you up.
Get the facts about the sales skills at your company.