Situational Selling Research ®
Our recently completed research was conducted in a two billion dollar North American sales organization. 176 Participants (all from the same areas and markets) wereinvolved over 12 months – divided into four groups...
- Group one was a control group of sales reps that received no intervention
- Group two consisted of sales representatives that received Situational Selling® training in January of 2006
- Group three consisted of sales representatives that received Situational Selling® training in January of 2006 – and follow up behavioral coaching
- Group four consisted of members of group three above that engaged in greater than six follow-up coaching interactions
Results Include:
|
Group 1 | Group 2 | Group 3 | Group 4 |
|
Revenue
2/06 - 7/06 vs.
8/05 - 1/06
|
-3.7% |
+1.1% |
+10.2% |
+19.8% |
|
Gross Profit
(12 months - as % of revenue)
|
19.95 |
20.85 |
26.85 |
29.27 |
|
Line Count
(12 months - average line item / invoice)
|
1.08 |
1.35 |
1.40 |
1.43 |
|
