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Sales

Webcast: Use sales competencies to clone your top producers

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Want to learn to how use sales competencies to clone your top producers? Then join Cheryl Lasse and sales performance expert Mike Kunkle for a free Sales & Marketing Management webinar on April 17, 2019 from 2pm-3pm US ET.

Can’t make it? Register anyway and you’ll get a link to the recording after the event. Click here to register.

Here’s an overview:

 At a time in the sales profession when only 50-60% of reps make quota and over 20% of opportunities end in No Decision, there is massive room for performance improvement and growth in most sales forces.

What could it mean to your company if you could clone your top producers, fix those problems, and close these performance gaps?

Mike and Cheryl will share how you can use sales competencies to replicate the performance of your A Players and move your B and C Players up a notch.

  • Explore top-producer analysis techniques

  • Discuss the steps to develop an actionable sales competency model in weeks

  • Discover a competency development framework that produces personalized learning plans to close competency gaps

  • Foster a learning culture and create an environment that supports performance improvement

April 17, 2019 from 2pm-3pm US ET. Click here to register.

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What key factors need to be considered when creating or revising a sales competency model?

When you’re talking about a sales/commercial competency model, you need to consider whether the items in your model are truly the required skills.  Often people get hung up on including too much, and sales people, with their short attention spans, won’t be able to focus on everything.  So pick what is most important now, keeping in mind that your competency model should not be fixed/forever. It will evolve over time. 

If the most important business priority is getting new business, then have your competency model focus on the skills required to get new business (hunting).  If it is to focus on ensuring you are perceived as the most technically proficient provider, then be sure it includes making sure your sales team is technically proficient. 

Look for the 20 or so things that someone needs to be able to do well now, and then re-visit it once a year to make changes as your business strategy changes.

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