Making the Grade in Consultative Sales

Last week, at the 2012 MBA Regional Conference in Atlantic City, N.J., I presented our study results on what originators really know about sales knowledge. In Fall 2011, we tested more than 100 LOs at four national firms on the six critical components of the sales process. What we found was that even “experienced” LOs scored poorly, especially in the areas of prospecting, convincing and overcoming objectives. Of the six areas, scores for Prospecting sales knowledge were the lowest, averaging 3.63 out of a possible 10.

To view the entire presentation, download the PDF.

These findings are important for any manager or management team who wishes to remain competitive in the coming year. What does your sales team really know? Could they score in the higher percentages of consultative sales knowledge if put to the test?