The Value Strategy News
Business Performance Improvement
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| August 11, 2009 Revenue CaptureStrategies
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CEO-Coaching Editor: Gerhard Vierthaler
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Welcome,
In this issue,
we talk about sales
competency models.
I look forward to your comments.
Sincerely,
Gerhard Vierthaler
Editor - The Value Strategy News
Value Strategy Group, LLC
907-222-2703
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There is no loss to the customer by eliminating activities
that do not add value. -- Peter Drucker
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To Increase Sales Team Success
Use Competency Models
By Paul DiModica
Most companies spend little or no money on sales training and even less money on sales strategy development. Most growth-directed firms talk about having a planned sales training program but this is more of a verbal commitment than an action commitment.
Yet there is a direct linkage between sales team knowledge and corporate revenue growth.
One way management teams can maximize their investments in sales training and sales strategy development (outsourced or insourced) is to link sales team training to sales account manager competency models that management can qualify and measure.
But the development of a sales team competency model has strategic and operational impediments that must be managed to make it successful.
Sales Training Competency Model Example
Sales Team Success Requirements
10 Sales Competency Setup Considerations
- Salespeople often think sales is an art, not a science, and dislike to be measured.
- Your sales competency model must include both soft and hard skills training to make it effective.
- Sales management teams must focus on the competency requirements to make it work and it must be a hands-on approach.
- You must be able to quantitatively measure the competencies (cold calls, appointments, sales scorecards, etc.).
- Competency sales training programs must be continuous training and educational events, not a one-time event or else the program will fail.
- The steps of your competency program must be very specific and delineated to make sure it can be delivered and measured.
- Your sales team must agree that the competencies you are measuring truly help them sell more. (They don't have to like doing it, just agree that there are required action steps to sell more.)
- When implementing your sales competencies audits, the certification should be both written and experientially measured to get an accurate reading of the sales candidate's capabilities.
- All sales competency certification candidates should have the ability to retest to confirm skills growth.
- Sales competency assessments should never be used solely as a management scorecard tool to make employment decisions about sales associates.
To increase your company revenues and sales training success, build and deliver sales competency models.
"A salesperson who covers his chair instead of his territory will always be a poor performer." -- Anonymous
P.S. : We hope you enjoy the newsletter and encourage you to
share it with anyone you think might benefit from the
business and skill-building tips it provides.
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The Value Strategy News / Revenue Improvement
Strategies is published bi-weekly and provides proven tactical and
strategic sales techniques to help you accelerate your revenue capture.
The Value Strategy News provides
best practices that Senior Management, Marketing and Sales Executives
can use to increase corporate profitability with proven strategic and
tactical sales techniques to help you sell to senior management of
Fortune 1000 companies and presidents of privately held firms.
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===================
TELESEMINAR
SERIES
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Next up:
How to Develop a Sales Plan, Calculate Sales Quotas Accurately, and Manage Sales-people by Metrics
FREE EVENT!
Register
August 26, 2009
12:00 PM, AKST
We have developed a sales plan and metric model you can immediately use to plot your business goals and sales approach to help salespeople hit their quota. Managers also learn how to create a strategic and tactical outline to manage their sales team.
Learn how to create a sales plan, launch a sales scorecard, develop accurate sales quotas and manage your sales team by business metrics
Agenda:
* How to develop a sales plan that is accurate and works in conjunction with executive management's revenue goals;hy should a senior executive talk with you and how to create value over the phone; * The top 15 sales metrics you must track to manage your sales team effectively; * 9 proven techniques to quickly build a sales scorecard to help you integrate sales, marketing, strategy and strategic relations into one outbound revenue capture program; * Our 60-day implementation plan to deploy your sales scorecard successfully; * How to use our sales metrics to better manage your sales team's performance and provide a positive sales environment where salespeople want to do better. ... and more |
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About the
Value Strategy
Group
Gerhard Vierthaler and the Value Strategy Group offer keynote speaking, sales and marketing best practices workshops, business strategy engagements & executive coaching in North America and abroad tailored to clients' needs.
Call us now to find out how we can help! For more information:
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Recommendations provided are to be used at your discretion and are provided solely as an independent opinion.
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Copyright © 2008 - 2009 Value Strategy Group. All rights reserved.
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