Contemporary Sales
Competencies
John Sergeant Associates, Tel: (02) 9972 9900, Fax: (02) 9972 9800, Email: john@jsasolutions.com
Website: www.jsasolutions.com.au
(FMCG and related channels)
Contemporary Sales Competencies
Page 1
JS6393
1. Introduction to “Sales Competencies”
Competency Definition
•
“A measurable characteristic of a person that is related to success at work. This includes behavioral skills, technical
skills, attributes and attitudes”
•
“The science of describing what differentiates an average performer from a superior performer”
–
“Not to describe the performance (WHAT). Rather the HOW superior performance is achieved”
Our Goal
Our goal is to specify competencies in a way which:
•
Covers the basics, but emphasises how superior performers achieve
•
Starts with a set of functional competencies for the sales force as a whole and links each key position to these (see
other papers in this series)
• Goes beyond the traditional competencies of Customer planning, selling/ negotiation and supply chain management, to
reflect today's market environment and challenges
•
Expresses competencies in contemporary sales language
•
Provides simple tools for competency assessment
•
Suggests links between competency priorities and Sales Force Development Programs
Contemporary Sales Competencies
Page 2
JS6393
2. Sales Force Competencies: “Top 10”
Mindmap
1. Category
Developer
6. Maximises Mutual
Profit
7. Concise, Inspiring
Communicator
2. Planner/
Implementer
3. Makes Commercial
Decisions
4.Leverages
Relationships
8. Flexible Sales
Person
9. Committed to
Continuous
Learning
10. Guardian of the
Culture
5. Adds Value to
Customers'
Businesses
Sales Force
Competencies
Category Builder
Brand Builder
Financial Process
Manager
Skilled Investor
Communicates Clear
Vision
Persuasive Presenter
Uses Systems to Support
Argument
Focus on Excellence in
Availability (Goals)
Identifies/ Scopes Best
Bet Initiatives
Makes Change Happen
Strategic Perspective
Market Aware
IT Systems Facility
Decides and A