“We increased our sales growth six times faster following Action Selling ® training and grew margins at the same time,” exclaims Craig Rand, director of quality and training for Wesco Distribution, a multinational electrical distribution and services company in Pittsburg. “This proves Action Selling ® certified reps increased their ability to add value to our products and services.” The gains were only possible because Wesco’s salespeople learned the right skills.
Where is the research to support my contention that these five skills are most critical to sales success? Since 1990 The Sales Board has been measuring the skills of working salespeople before, during and after training. We also have measured changes in their sales performance (revenue and margins) following training. Because we measured skill development at the same time, we successfully tied those performance changes to improvements in specific skills…