A Study of Behavioral Techniques for Sales Performance Improvement

Sales can be complex. The current research attempted to examine alternative techniques to traditional sales formats and training by implementing a behavior-based approach to improving sales performance. The study examined how implementation of rewards and reinforcement can be modified to improve target behaviors. In addition, behavioral techniques were utilized in training that consisted of seminars relating to: antecedents, behaviors, and consequences of both client and participant; positive, immediate, and certain consequences of behaviors; discriminative stimulus and overcoming objections vs buying questions; and verbal and non-verbal behavior. The results suggest that modifying target behaviors with a behavior-based sales training package can increase target behaviors and improve sales performance.