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Sixteen Aspects of Sales Competency Examined
Answering
common customer questions
Our research indicates that there are six common questions that
customers have in mind when considering new suppliers. Sales people who
have good answers increase credibility, reduce anxiety, and develop
trust.
Market
and industry understanding
Expert knowledge of the market and industry helps sales people establish
credibility, value, and trust, both externally and internally. Market and
industry knowledge helps sales people demonstrate expertise, develop
business contacts, and recognise worthwhile opportunities. Knowledge is a
source of power. Those who have it, have influence.
Customer
and prospect understanding
Ability to persuade depends on understanding. Knowing how a customers
business works is the essential foundation. Without a customer and
prospect understanding, sales people have to rely on guesswork.
Company
understanding
Knowing their company's goals, objectives, strategy, needs, strengths,
and weaknesses helps sales people understand the capabilities and
resources available to address the market.
Understanding and articulation of value
Sales people ought to have complete understanding of the value provided by
the products or services they offer. Equally important is the ability to
articulate it clearly.
Proactive
telephone prospecting
If marketing activities don’t generate enough prospects, sales people must
be able to find their own. Effective and efficient telephone prospecting
can make all the difference when business is hard to come by.
Networking for new sales opportunities
Networking is an alternative means of finding new sales prospects. It
depends on having a favourable relationship with a wide range of business
contacts in the industry and related industries.
Opportunity qualification
Doing things right is a waste of time if you don’t first choose the right
things to do.
Forecast
accuracy
Apart from it being a critical business success factor, an accurate
forecast helps sales people secure more resources and thus more sales.
Organisation and time management
Making good use of the time available is an important part of sales
success.
Sales
methods used
Using a system or method that has proved effective elsewhere is a short
cut to sales success.
Interpersonal communication skills
Good communication skills are a foundation stone of sales success.
Objection handling, closing, and negotiation skills
Traditional sales skills remain an important aspect of sales competence.
Self-development
In a competitive market, organisations must continuously increase sales
productivity. Sales people must keep getting better. Otherwise their
Company will inevitable be overtaken by competitors.
Attitude towards the job in hand
These questions are designed to stimulate thought about attitudes to
selling and related issues. Answers indicate how people deal with the
ethical and moral issues as well as the difficulties and challenges.
Motivation to do the job in hand
Questions in this section require eleven motivating factors to be rated
according to personal preference. The results help sales people choose the
types of sales roles that are best suited to them. Managers gain insight
into individual motivation and adapt their approach to maximise results.
Follow this link to learn more about accreditation as a Sales
Exam Coach.
Follow this link to learn more
about using the Sales Exam in your organisation.
Follow this link to learn how you can use the sales exam as
an individual
If you would like to speak with a Sales Coach
or ask specific questions, please telephone SalesSense on +44 (0)118 933
1357 or send email to
salescoach@salessense.co.uk.
Overview
Competency Aspects
Coach Accreditation
Management Options
Individual Options |
