Tool Box

Issue No. 21 - February/March 2005

Versatility – the key to Sales Performance

8 December 2004 - Wilson Learning Worldwide, global provider of Human Performance Improvement solutions, has announced the release of a new research study, Versatility: The Key to Sales Performance. The study, which shows the importance of interpersonal versatility in the context of sales, is based on in-depth original research carried out in the highly competitive pharmaceutical industry.

The study's findings clearly demonstrate that interpersonal versatility is critical to building long-term customer relationships. Market share performance data was collected for a full year, beginning three months prior to instruction of the sales force and concluding nine months following instruction.

"What we discovered is that organisations can realise as much as a 53 percent increase in market share by preparing their salespeople to apply interpersonal versatility when interacting with customers," says Michael Leimbach, Ph.D, vice president of research and design, Wilson Learning W...

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