你知道的销售培.工作原理吗？(Part 6)(3)

1.Buyer/Seller Relationship
2.Sales Call Planning
3.Questioning/Listening
4.Presentation Skills
5.Gaining Commitment

[原文来自：www.11jj.com]

1.买方/卖方关系
2.销售呼叫计划
3.提问/听力
4.演讲技巧
5.获得承诺

The data we have amassed over two decades allows us to look at each of those skills (and at all five together) and 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.

我们积累了二十多年的数据，这使我们能够查看这些技能（以及所有五种技能），并确定受训人员在..之前在知识和应用知识的能力方面的平均起点。 我们还可以确定受训人员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 previous editions of eCoach, we have seen what the data shows about gains in knowledge and application for each of the Critical Skills individually. Now here are the results for all five Critical Skills combined.

在以前的eCoach版本中，我们已经看到了数据显示的每个关键技能的知识和应用增益。 现在，这里是所有五项关键技能的结果。

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.With training, salespeople gain 43% more knowledge about the critical skills.

1、通过..，销售人员可以获得43％的关键技能知识。

2.With training, salespeople gain 85% in the Application of critical skills.

2、通过..，销售人员在关键技能应用方面获得85％的收益。

3.A 79% score in Application means that a very large portion of new knowledge is transferring to the field. That has huge implications for any business.

3、申请中79％的分数意味着很大一部分新知识正在转移到现场。 这对任何企业都有重大影响。

Let’s sum up. When sales training focuses on improving a limited number of skills that are research-proven to be critical to sales success, you can measure gains in both knowledge and application with regard to those skills. Spend 20 years measuring hundreds of thousands of learners from thousands of companies in a wide range of industries, and your measurements add up to mother lode of rich, reliable data—”Big Data,” if you like—that finally proves a direct link between sales training and subsequent business results.

让我们总结一下。 当销售..侧重于提高研究证明对销售成功至关重要的有限技能时，您可以衡量知识和应用方面对这些技能的收益。 花费20年时间测量来自各行各业的数千家公司的成千上万的学习者，如果你愿意，你的测量结果可以增加丰富，可靠的数据 - “大数据” - 这最终证明了它们之间的直接联系 销售..和后续业务成果。

For a lot of sales executives, that sounds like the Holy Grail.

对于很多销售主管来说，这听起来像是圣杯。