Sales & Sales Management Expertise

Competencies That Influence Sales Success

Sales Success is influenced by many factors.  The economy being a major one in that it has a significant impact on consumer and business confidence.  Other contributing factors might be the direction of a company or its product offering or its pricing strategy. All of these do have influence, but I believe that the influence has to do with 1) How easy is it to engage a prospect or 2) How hard is it to engage the prospect.  Let's face it, if the people have strong confidence in the economy and their ability to either invest or spend money, then making that initial contact and engaging them in dialog is easier than if they are uncertain about the future and their finances.

The 1 thing for sales success

But, aside from those influences, what also contributes to sales success are competencies of the individuals involved.  You, as a sales leader, have a set of competencies that are either enabling your sales team to have success or they are hindering the teams ability to succeed.  Your sales people have competencies that are either supportive of successful selling or block successful selling.  

The list below is not meant to be all inclusive but rather a guide for you to work from. Yes, I said work from.  Occasionally, I post an article where I directly suggest "DO THIS".  Today is one of those posts.  I want you to take a look at this list and either use it or revise it to fit your view of required competencies and then go through the exercise 1) for yourself and then 2) in your next sales meeting with your team.  Then, to maximize the impact, sit down with each individual and have a discussion on developing strategies and disciplines consistent with the outcomes of the exercise.  

Competencies for Sales Success: (link to additional list)

  • Prospecting
  • Quickly Establishing trust and confidence
  • Qualifying
Compelling reasons to buy
Capacity to invest
Clarity on decision making
Ability to change providers (eliminate the incumbent)
  • Closing
  • Presenting - capabilities
  • Solution creation
  • Presenting a dynamic proposal
  • Provide high quality support
  • Building advocates
  • Consistent effort
  • Consulting

Competencies for Sales Management Success:

  • Prospecting
  • Quickly Establishing trust and confidence
  • Qualifying
Compelling reasons to change
Capacity to invest time, money or resources to improve
Clarity on decision making to change improve, take action
  • Ability to change 
  • Closing
  • Presenting - capabilities
  • Solution creation
  • Presenting a dynamic proposal
  • Provide high quality support
  • Building advocates
  • Consistent effort
  • Consulting
  • Performance management
  • Coaching
  • Mentoring
  • Motivating

5-Step Exercise

  1. Create the appropriate list of competencies.  (Done - don't over think this. One of the required competencies is NOT to get in the weeds to make sure the list is exactly the right list). 
  2. Next, prioritize those competencies relative to which one is the most important competency influencing success in either sales or sales management.  You will want to work with your direct report to get their view on your list and then work with your team to get their view on the priorities.
  3. Score each of the competencies.  1  indicating very little competency, 5 indicating extremely high competency.
  4. Dialog about what you've discovered.  What are the surprises?  What can and should be done (action, disciplined approach to addressing)?  How will you measure success?
  5. Make this part of the profile you create for recruiting new hires.
  6. Evaluate all new candidates for the required competencies.

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Tags: sales competencies, hiring, Selling Success, sales management