| Sales Competency Inventory |
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Do you ever wonder what your top sales people have that the rest of your sales people do not? Extensive research has shown that the most successful sales people share distinguishing competencies.
What are those competencies?
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Achievement Orientation |
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Initiative |
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Customer Service Orientation |
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Impact and Influence |
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Interpersonal Understanding |
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How can you determine if your sales people possess these competencies?
Use the SCI to determine the combination of competencies most important to the success of your sales people and, ultimately, your organization. Understand what makes your sales people successful, and apply that knowledge to: |
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succession planning |
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sales training |
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performance plan/sales goals |
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| Feedback |
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Do you want to measure other people's (boss, peer, employee) perception of an individual's competency? Such feedback provides a 'reality check' to self-assessment.
Use the feedback version and be sure to:
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have at least three people per participant to provide feedback |
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collect the data yourself, or identify a third party for that responsibility |
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provide participants with a composite of the feedback data |
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These steps will ensure confidentiality, and ultimately trustworthy data.
Completion time: 45-60 minutes. |
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| Sales Competency Development Assistant |
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Take the assessment generated by the Sales Competency Inventory into the development stage. The Sales Competency Development Assistant provides sales people with practical, development assistance they need to design a developmental program and strengthen the competencies crucial to becoming a top sales professional.
This guidebook features:
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definitions for an in-depth understanding of each competency |
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examples of real-life behaviors and situations indicative of each competency |
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obstacles, both situational and long-term, to using a particular competency, and how to address them |
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resources for further development including reading lists, instructional videos, courses and workshops, exercises and on-the-job activities |
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Provide each participant with this invaluable guide and keep the development momentum going. |
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Specification Sheet |
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