ATD Blog
Sales Competency Base Overview
Tue May 04 2010
Content
At the base of the World Class Selling Competency Model Pyramid are (29) competencies in (4) categories. The categories are: Partnering, Insight, Solution, Effectiveness. Let's break down the framework competencies that builds a world class sales team / organization.
At the base of the World Class Selling Competency Model Pyramid are (29) competencies in (4) categories. The categories are: Partnering, Insight, Solution, Effectiveness. Let's break down the framework competencies that builds a world class sales team / organization.
Content
PARTNERING: Aligning Customers, Building Relationships, Communicating Effectively, Negotiating, Setting Expectations, Spanning Boundaries.
PARTNERING: Aligning Customers, Building Relationships, Communicating Effectively, Negotiating, Setting Expectations, Spanning Boundaries.
Content
INSIGHT: Analyzing Capacity, Building a Business Case, Evaluating Customer Experiences, Gathering Intelligence, Identifying Options, Prioritizing Stakeholder Needs, Business Context.
INSIGHT: Analyzing Capacity, Building a Business Case, Evaluating Customer Experiences, Gathering Intelligence, Identifying Options, Prioritizing Stakeholder Needs, Business Context.
Content
SOLUTION: Articulating Value, Facilitating Organizational Change, Formalizing Commitment, Leveraging Success, Managing Projects, Resolving Issues.
SOLUTION: Articulating Value, Facilitating Organizational Change, Formalizing Commitment, Leveraging Success, Managing Projects, Resolving Issues.
Content
EFFECTIVENESS: Accelerating Learning, Aligning to Sales Processes, Building Business Skill, Embracing Diversity, Executing Plans, Solving Problems, Making Ethical Decisions, Managing Knowledge, Maximizing Personal Time, Using Technology.
EFFECTIVENESS: Accelerating Learning, Aligning to Sales Processes, Building Business Skill, Embracing Diversity, Executing Plans, Solving Problems, Making Ethical Decisions, Managing Knowledge, Maximizing Personal Time, Using Technology.