Top Sales Compete

1. Sales Approach

2. Closing Ability

3. Objection Handling

4. Negotiating

5. Strategic Skills

6. Independence

7. Persuasion

8. Assertiveness

9.Passion

10. Tenacity

Top Sales Competencies

Definition

Handling different sales scenarios; setting agenda; using Call Plans; following sales process guidance and tool
usage; adopting best practices; serving as a sales role model to others; thought-leading customers
Winning sales campaigns after they have progressed past Needs Development; closing late stage deals;
developing reasons for prospects to act; overcoming late stage deal obstacles; winning confidence and support
of late stage new entrants to the sales campaign; experiencing late stage delay
Planning and assessing level of objection risk; achieving success in sales campaigns when obstacles are
presented from customers, due to competitive pressure, prices restrictions, or unforeseen external challenges;
following corporate objection handling guidelines; advancing sales campaigns by handling objections
Demonstrating use of give-get framework; developing innovative win-win solutions to deal-killing challenges;
demonstrating best practices to uncover company-viable solution options from the client's view; guiding
customers in viewing a situation from more than their own parochial interest; developing solutions that leave
all parties with a sense of deal satisfaction; building trust through multiple communication methods; dealing
with and managing negotiations independently
Using methodologies to spot and exploit opportunities in account positioning; managing individual goals that
correspond to a territory view; understanding and adopting corporate strategic goals; conducting executivelevel discussions with senior staff at assigned accounts; producing a strategic territory plan; articulating
customer value proposition and linking solutions to the customer strategy

Working without guidance; taking initiative; contributing ideas and suggestions to assist organizational efforts;
developing plans of action; setting individual goals and priorities; working remotely; producing sales results
when not actively managed

Yes

Using language and other communication skills to influence business partners and customers to do what the
individual wants them to do; convincing peers of the merits of their point of view; managing up; utilizing giveget frameworks; presenting to general audiences, industry thought leaders, and business partners; presenting
company value proposition and solution business cases
Showing initiative; exploiting openings in sales campaigns; asking difficult questions; getting sales rep agenda
items to be adopted as customer priorities; leading groups; sharing strong opinions with peers and managers
Exhibiting passionate intensity in work life; describing job, role, work and company to others; translating to
customers an infectious enthusiasm for the solution/product; leaving impression in language, tone and
behavior; presenting professional content in a zealous and passionate way; exhibiting high spirits in situations
where others are downcast or negative
Sticking to a plan; not being distracted by noise and friction; establishing reputation for being tenacious;
thinking creatively to avoid obstacles; overcoming adversity; managing goals relentlessly