Wharton Study Shows That Sales Training and Employee Selection Increases Sales by 46%.

A university study by Wharton has determined that training associates leads to a 46% lift in sales.

The study, which is the outgrowth of a broader 10 year investigation into customer satisfaction rates, determined that sales associates who had any training whatsoever had a 46% increase in sales versus those associates who had not been trained.  Researchers attributed half of the lift in sales to enthusiasm of those being trained; 23%.  The other 23% was credited to the sales training itself.

The results suggest that selecting sales people who have the right set of personality characteristics and providing them with comprehensive training will generate significant results and hence ROI.

According to Prof. Fisher, who headed the study, believes that training is under-emphasized by stores because it is costly and hard to measure. He said, “And those benefits are often in the future, whereas the cost is often immediate. If I have more people, I wrote more checks for payroll. Or if I give people a raise and hire better people, I write more checks for payroll.”

ADG&A has long championed the idea of sales training for opticians, contact lens technicians, surgery coordinators and other ophthalmology practice staff members who are customer-facing and sell products or procedures.  Our experience is similar to the results mentioned in this study.

To read the full article on the Wharton web site and watch a video by Dr. Fisher follow this link.

Source: Wharton

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About Arthur De Gennaro

My friends call me Art. Welcome to my blog. In this space you’ll find information and comments on the ophthalmology world, the optical industry, the hearing industry and medical practice management. My intent is to provide information you can use to improve your business and your own performance. Please visit often and feel free to join the discussions by leaving comments.

You can learn more about me and my consulting company, Arthur De Gennaro & Associates, LLC by visiting my web site www.adegennaro.com

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September 2015

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