A group of 21 salespeople participated in the 2-day workshop and 12-week follow-up coaching program in the 4th quarter of 2011. This test group was compared against the remaining 400+ salespeople that did not participate in the sales training - giving us our control group.
The company measured the ability to close [number of customer sales calls ÷ number of customers won = close rate] of both groups for the period of January through May of 2011 and compared it to the same period for 2012. The control group, the 400+ that did not participate, increased their close rate by 1%. The test group, the 21 salespeople, that did participate in the program increased their close rate by an average of 10%.
However, what's most impressive about the results is the fact that 62% of the attendees increased their close rate by an average of 23%! A 23% increase in sales when the rest of the group, selling the exact same product, with the same pricing, in the same economy - achieved only a 1% increase.
There was no additional advertising to generate leads, no additional sales calls to make - just getting better at influencing the customers the salespeople were already face-to-face with.
Just imagine what an additional sales increase of 23%, with no additional time or capital required (other than the training investment), could do for your business.