From the course: Onboarding New Salespeople
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Salesperson competency construction
From the course: Onboarding New Salespeople
Salesperson competency construction
- By now, you've defined the workflows, outputs, and activities that define performance. Now we're going to turn those activities into a complete set of competencies. You can use these competencies to assess the strengths and weaknesses of your new sellers and as the foundation for training, coaching, and content. A competency framework is a tool that outlines the skills, behaviors, and knowledge your team needs to be successful in sales. Let's go through the process step by step. First, gather the activity competencies we previously created. This gives a good understanding of what a seller needs to do in their role. Next, identify 10 to 12 key behavioral competencies, which are how sellers should act and interact to effectively carry out those activities. Examples could be negotiation, presentation skills, and strategic thinking. Group them into categories like communication skills, deal execution, and customer centricity. Additionally, defined four to six core knowledge…
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