Sales Competence Model Defined in Terms of Sales Knowledge, Skills, Mindset, and Motivators

The coach validated sales assessment programme developed by SalesSense and known as the 'Sales Exam' is based on the following seventeen aspects of sales competence.

1. Answering Common Customer Questions

There are six common questions that buyers have in mind when considering new purchases or suppliers. Sales people who have good answers increase credibility, reduce anxiety, and develop trust more easily.

2. Market and Industry Understanding

Sales people who have expert knowledge of the market and industry that they operate in, find it easier to build important contacts and recognise worthwhile opportunities. It helps them establish credibility, communicate value, and develop trust.

3. Customer and Prospect Understanding

Ability to persuade depends on understanding. Knowing how a customer’s business works helps sales people position the value they offer and acquire trusted advisor status.

4. Company Understanding

Sales people who know their company's goals, objectives, strategy, needs, strengths, and weaknesses understand the capabilities and resources available to address the market.

Competency in these first four aspects of the model are measured by the Sales Knowledge Assessment.

5. Writing Skills

Many sales people must prepare their own quotations and proposals in addition to general customer communications via email. Credible online personal marketing is also increasingly important.

6. Understanding and Articulation of Value

Complete understanding of the value provided by the products or services they represent is an important aspect of a sales persons knowledge and shouldn’t be taken for granted. Equally important is the ability to articulate it clearly.

Aspects 5 and 6 of the model are examined in both the Sales Knowledge Assessment and the Sales Skills assessment.

7. Proactive Prospecting

If marketing activities don’t generate enough leads and enquiries, sales people must be able to find their own. Effective and efficient prospecting can make all the difference when business is hard to come by.

8. 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.

9. Opportunity Qualification

Doing things right is a waste of time if sales people don’t first choose the right things to do. Qualification has a substantial impact on sales success.

10. Forecast Accuracy

Apart from an accurate forecast being essential for good business management, is also helps sales people secure the right resources to win the business opportunities addressed.

11. Organisation and Time Management

Making good use of the time available is an important part of sales success.

12. Sales Methods Used

Using a system or method that has proved effective elsewhere provides a benchmark for measuring progress and a common language for communicating internally. Frameworks and check lists help sales people avoid mistakes and develop better methods.

13. Interpersonal Communication Skills

Good communication skills are a foundation stone of sales success. Many aspects of sales competency depend on a sales person’s ability to discover information that isn’t publicly available.

14. Objections, Closing, and Negotiation

Traditional sales skills remain an important aspect of sales competence. Sales people need to have an effective way to turn around sales objections. There is much more to closing a sale than asking for the order. While formal negotiation often takes place at the end of a sales campaign, negotiation skills are valuable throughout the process.

Aspects 7 through 14 of the competency model are explored and evaluated in the Sales Skills assessment.

15. 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.

16. Sales Mindset

Attitude dictates thinking and thinking dictates speech and actions. There are attitudes that help sales people succeed and there are those that hinder. While attitude itself cannot be a competency, having attitudes compatible with success, can be considered an aspect of sales competence.

Beliefs about selling and attitudes towards sales challenges and self development are reflected and investigated in the Sales Mindset Assessment.

17. Sales Motivators

Motivation has a major impact on the decisions sales people take and the actions that follow. Consequently, a sales persons intrinsic motivators, have a bearing on success which differs according to the sales role being fulfilled.

The Sales Motivators Assessment is dedicated to exploring and representing the intrinsic motivation aspect of sales competence.

If you need a customised sales competence model or ways to measure sales competency, we can help. Telephone +44 (0)118 933 1357. We will be pleased to discuss your needs or talk through the options. Send email to custserv@salessense.co.uk for a prompt reply or use the contact form here.