你知道的销售培.工作原理是怎样的？（Part 2）(3)

Recently a prospective client for Action Selling training challenged us with some extremely interesting questions:

最近，行动销售..的潜在客户向我们提出了一些非常有趣的问题：

1.How much has your training improved critical selling skills in companies in particular industries, such as technology, heath care, manufacturing, finance, or agriculture?

1、您的..对技术，医疗保健，制造业，金融或农业等特定行业的公司贡献了多少关键销售技能？

2.Which of these skills was the most deficient? Which skills improved the most?

2、哪些技能最缺乏？ 哪种技能提升最多？

3.How do you compare gains in knowledge (how much students learn in a training program) to how much they transfer into the field?

3、您如何比较知识的获得（受训人员在..计划中学到了多少）与他们转移到领域的程度？ [原文来自：www.11jj.com]

4.Which of the critical skills, when improved, produces the greatest return on investment for the salesperson’s company?

4、哪些关键技能在改进后，会为销售人员的公司带来最大的投资回报？

No sales training company in history could answer questions like those with reliable, validated data—until now.

至今为止，历史上没有任何销售..公司可以回答那些具有可靠，经过验证的数据问题。

[好文分享：www.11jj.com]

“BIG DATA”
“大数据”

In 1995 my company, The Sales Board, formed a development team of software engineers and psychometricians to create a validated instrument that would reliably measure factors pertaining to Action Selling training. Those factors include how much knowledge a salesperson has about the selling skills that are critical to success; how much that knowledge level improves after training; and how well the person is able to use the knowledge on the job. (Applying skills and knowledge on the job is, of course, the only way to improve actual sales performance.)

1995年，我的公司，销售..成立了一个由软件工程师和心理测量师组成的开发团队，创建一个经过验证的工具，可以可靠地测量与销售行动相关的因素。 这些因素包括销售人员对成功至关重要的销售技巧的了解程度; 训练后知识水平提高了多少; 以及这个人如何能在工作中使用这些知识。 （在工作中应用技能和知识当然是提高实际销售业绩的唯一方法。）

As I explained in the last edition of eCoach, we now have compiled 20 years’ worth of data on 400,000 salespeople from more than 3,500 companies in a broad range of industries. Our SQL relational database contains about 78 million data points.

正如我在上一期eCoach中所解释的那样，我们现在已经为来自各行各业的3,500多家公司的400,000名销售人员编制了20年的数据。 我们的SQL关系数据库包含大约7800万个数据点。

So, yes, we could answer our client’s questions. And we could do it with very high degrees of accuracy and validity.

所以，理所当然，我们可以回答客户的问题。 我们可以以非常高的准确率和有效性来做到这一点。

The “big data” we have amassed over 20 years allows us to look at each of the five Critical Sales Skills (and at all five together) to determine the average starting point for students, prior to training, in both knowledge and ability to apply the knowledge. We also can determine the levels that students reached upon certification in each skill. We then can calculate (in percentage terms) the skill gain that occurred, in both knowledge and application, as a direct result of sales training.

我们积累了20多年的“大数据”，让我们可以查看五项关键销售技巧（以及所有五项）的每一项，以确定受训人员..之前在知识和申请能力方面的平均知识起点。 我们还可以确定学生在每项技能认证时达到的水平。 然后，我们可以（在百分比方面）计算在知识和应用中发生的技能收益，作为销售..的直接结果。

In Part 1 of this series, we showed what that looks like for the first critical sales skill, Buyer/Seller Relationship. Here is what the data shows for the second critical skill, Sales Call Planning:

在本系列的第1部分中，我们展示了第一个关键销售技巧，买方/卖方关系的样子。 以下是数据显示的第二个关键技能：销售呼叫计划：

说明:
1.蓝条表示训练前的平均评估分数。 绿条表示认证时的评估分数。
2.左侧的两条表示知识测量。 右侧的两条表示应用程序测量。

Remarkable findings about this skill
关于这项技能的显著发现

1.Before training, salespeople had a reasonable amount of knowledge (64%), but the ability to apply sales-call planning skills was surprisingly low (37%). Salespeople generally are poor planners.

1、在..之前，销售人员具有合理的知识量（64％），但应用销售呼叫计划技能的能力却低得惊人（37％）。 销售人员通常都是糟糕的策划者。

2.The key to mastering this skill lies in understanding how to set the right kind of objectives for a sales call.

2、掌握这项技能的关键在于了解如何为销售呼叫设定正确的目标。

3.The post-certification Application score of 82%, compared with the post-certification Knowledge score of 83%, shows that trained salespeople, when they return to the job, actually use nearly all of the skills they learned.

3、认证后应用分数为82％，与认证后知识分数83％相比，表明经过..的销售人员在返回工作岗位时，实际上使用了他们学到的几乎所有技能。

4.The 121% Skill Gain suggests that Sales Call Planning is the No. 1 most important skill to focus upon in training. No other skill posted that high a gain.

4、121％的技能收益表明，销售呼叫计划是..中最重要的技能。 没有其他技能宣布那么高的收益。

In the next edition of eCoach, we will look at what the data shows about the third critical sales skill, Questioning/Listening.

在下一版eCoach中，我们将查看数据显示的第三个关键销售技巧：提问/倾听。

Meanwhile, maybe Action Selling’s motto ought to be, “Sales training: Results you can prove!”

同时，也许Action Selling的座右铭应该是“销售..：结果，你可以证明的”。

* For information about how to make sales training pay huge dividends, contact us at 0755-88265430,88261982.

有关如何使销售..获得丰厚回报，，欢迎致电我们：
0755-88265430，88261982

微信号：actionselling

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