Wilson Learning Corporation, a global provider of Human Performance Improvement solutions, today announced the release of its latest research report, Enhancing Sales Performance
Edina, Minn. — April 15, 2008 — Wilson Learning Corporation, a global
provider of Human Performance Improvement solutions, today announced the
release of its latest research report, Enhancing Sales Performance
Through Negotiation Skills. The report, based on a primary research
study conducted with 120 salespeople from a large US environmental
services company, provides support to the significance of Principled
Negotiation in retaining profit for salespeople. In addition, the paper
further validates that success in development and behavior change is
tied to a Performance Improvement approach, versus training alone.
“Today, it’s a given that salespeople need to embrace negotiation in
order to be effective,” says David Yesford, Vice President of Solution
Management, Wilson Learning Worldwide. “However, there are few studies
that can actually demonstrate the impact of negotiation skills on sales
performance and business results. Fifty-three percent of the total
revenue value attributed to sales negotiation is extremely compelling!”
Participants were developed using Wilson Learning’s Negotiating to Yes:
Increasing Profit, Strengthening Relationships (NTY). Through surveys
and interviews, Wilson Learning researchers explored the impact on
overall negotiation skills of the organization’s 120 salespeople, along
with the impact on work performance and productivity, and the financial
impact to the organization.
“Our findings provided strong evidence for the value of the NTY
performance improvement solution in improving the salespeople’s
negotiation skills and the company’s overall business results,” says
Michael Leimbach, Ph.D., Vice President of Research and Design, Wilson
Learning Worldwide. “We believe that companies with a similar need to
make salespeople part of their sustainable competitive advantage can
greatly benefit from an NTY implementation as part of a broader
performance improvement process as well.”
More specifically, the study showed that a sales performance improvement
process centered on NTY resulted in better negotiation outcomes,
increased sales revenue and profit, improved client relationships for
future business opportunities, and better internal staff interactions.
The detailed report, Enhancing Sales Performance Through Negotiation
Skills, can be downloaded in its entirety at www.wilsonlearning.com
through the Research link.
About Wilson Learning – Improving Performance Through People
Wilson Learning Worldwide is a global leader in Human Performance
Improvement solutions for the Global 2000, Fortune 500 and emerging
organizations worldwide. With operations in over 45 countries worldwide,
including Japan and the United States, incorporating over 25 languages,
the company creates synergy between people and business strategy through
an extensive range of world-class solutions focusing in leadership,
sales and individual effectiveness. Its integrated offerings include:
strategy alignment consulting, descriptive and evaluative assessment
services, world class process and skills content, and technology enabled
solutions. More information about Wilson Learning is available online at
www.wilsonlearning.com or by calling 800.328.7937.
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