Competencies

Account planning

the process of developing a strategic plan for managing and growing a specific customer account. It involves gathering information about the customer's business needs, goals, challenges, and preferences, as well as identifying opportunities for expanding the sales relationship.

The goal of account planning is to build a deeper, more strategic relationship with the customer, and to maximize sales opportunities while delivering value to the customer. By taking a proactive, strategic approach to account management, salespeople can better understand their customers' needs and create long-term, mutually beneficial relationships.

Accountability

Sales accountability means being answerable for the outcomes of sales efforts and taking responsibility for the actions that lead to those outcomes. It involves setting clear objectives, tracking progress towards those objectives, and taking corrective action when necessary.

A salesperson who is accountable is committed to delivering results and is willing to take ownership of their actions and decisions to achieve their goals.

Active listening

The process of fully focusing on and engaging with the customer during a sales interaction, with the goal of understanding their needs, concerns, and preferences. It involves not only hearing the words that the customer is saying but also paying attention to nonverbal cues, such as body language, tone of voice, and facial expressions.

Adaptability

The ability to adjust to changes in circumstances, expectations, or environments. In a business context, adaptability is the ability to respond quickly and effectively to changing market conditions, customer needs, and technological innovations.

Adaptability can manifest in various forms, including: flexibility in work style and approach, agility in responding to changing conditions, resilience in the face of adversity or setbacks, and creativity and innovation in developing new products, services, or processes.

Analytical skills

The ability to gather and interpret data, identify patterns, and draw meaningful insights from that data to make informed decisions in the sales process. In a sales context, analytical skills involve the ability to analyze data related to customer behavior, sales performance, market trends, and competitive intelligence.

Assertiveness

Assertiveness when managing prospects or clients refers to the ability to communicate confidently and directly while respecting the rights and needs of both parties. In a sales context, assertiveness involves the ability to communicate clearly and effectively with prospects or clients, while also being able to negotiate and persuade in a professional manner.

Some key elements of assertiveness in sales include: clearly expressing your needs, expectations and goals, being willing to ask for what you want or need, using confident and direct language to communicate your message effectively, being able to handle objections and pushback, and being able to set boundaries and expectations in a respectful and professional manner.

Attention to detail

Refers to the ability to carefully and meticulously manage every aspect of the sales process, including understanding the client's needs and preferences, ensuring accurate and timely delivery of proposals, contracts, and orders, and following up with the customer to ensure their satisfaction. It involves paying close attention to every detail and ensuring that nothing is overlooked or left to chance.

It also means to be able to analyze sales data and metrics, identify trends and patterns, and make informed decisions based on that data. This involves being able to track and analyze sales pipeline data, conversion rates, customer behavior, and other key performance indicators to ensure that the sales team is on track to achieve its goals.

Change management

Change management refers to the process of helping clients or teams navigate through organizational, technological, or cultural changes related to the adoption of a new product, service, or solution. This often involves understanding the client's unique needs, addressing potential resistance, and ensuring a smooth transition.

Change management is the ability of a sales professional or team to help prospects and customers navigate the complexities and challenges of adopting a new product, service, or solution. This skill involves understanding the unique needs of B2B clients and ensuring a smooth transition for their organization.

Closing techniques

Closing techniques and skills refer to the strategies and abilities that sales professionals use to secure a commitment from a prospect or customer to complete a sale, purchase a product, or sign a contract. These skills are essential for converting leads into paying customers and achieving sales targets.

Coachability

The willingness and ability to receive and apply feedback, guidance, and training from managers, coaches, or mentors in order to improve their skills, performance, and effectiveness in their sales role. A coachable salesperson is open to learning, adaptable, and focused on continuous growth and development.

Cold calling

An effective cold call requires a well-structured approach that combines research, compelling value proposition, rapport building, objection handling, communication skills, persistence and effective follow-up.

Composure

Refers to the ability to maintain a calm, composed, and self-assured demeanor in challenging or high-pressure situations that may arise during the sales process. It involves effectively managing one's emotions, stress, and reactions while maintaining a professional and confident presence. Demonstrating composure is particularly important for senior salespeople, as they often handle complex deals, navigate difficult negotiations, and serve as role models for junior sales team members.

Conflict resolution

Conflict resolution refers to the process of addressing and resolving disagreements, misunderstandings, or disputes between parties in a constructive and amicable manner. In a sales context, conflict resolution involves handling issues that may arise between the salesperson and their prospects, customers, or even colleagues.

Consensus building

Consensus building for a salesperson in B2B refers to the skill of facilitating agreement or alignment among various stakeholders involved in the decision-making process for purchasing products or services. This often requires the salesperson to navigate complex organizational structures, understand differing perspectives, and address diverse concerns to bring the parties together and create a mutually beneficial solution.

From a Manager standpoint, consensus building refers to the process of fostering agreement and collaboration among team members, different departments, or even external partners to support a common goal, such as achieving sales targets, implementing new strategies, or adopting new tools and processes. As a sales manager, it's essential to facilitate alignment and cooperation to ensure the team's success and effectiveness.

Consistency

Consistency refers to the ability to maintain a steady and reliable approach in sales activities, communications, and performance over time.

Most managers and business' will expect consistency from their teams for business predictability and robustness.

Some key aspects of consistency include: regular communication, reliability and meeting commitments, systematic sales process, maintaining a high level of sales performance, focus on integrity, honesty, and ethical conduct in all business interactions, and adjusting sales strategies as needed to respond to changing situations.

Consultative selling

Consultative selling is a sales approach that focuses on understanding the specific needs, challenges, and goals of the client, and then offering tailored solutions to address those requirements. It involves building long-term relationships and positioning oneself as a trusted advisor rather than simply pushing a product or service.

Consultative selling shifts the focus from transactional selling to a more solution-oriented approach, building long-term relationships and allowing salespeople to better serve their clients and ultimately drive more sustainable revenue growth.

Continuous learning

Continuous learning is the ongoing commitment to acquiring new knowledge, skills, and abilities to stay competitive, adapt to evolving market conditions, and enhance sales performance. This involves engaging in various learning activities, self-improvement efforts, and staying up-to-date with industry trends and best practices.

Key aspects of continuous learning include self-awareness, reflective practice, networking, mentorship, professional development and sales techniques.

Copywriting

Excellent copywriting is the ability to create persuasive, engaging, and clear written content that effectively communicates the value of a product or service to potential clients. This skill involves understanding the target audience, crafting compelling messages, and using persuasive language to drive action.

Corporate business planning

Corporate business planning for a B2B salesperson refers to the ability to develop and implement strategic sales plans that align with the overall goals and objectives of the company. This skill involves understanding market dynamics, setting sales targets, allocating resources, and monitoring progress to ensure the sales team's efforts contribute to the organization's growth and success.

Counterintuitive thinking

Counterintuitive thinking is the ability to consider unconventional, unexpected, or non-obvious approaches and ideas to address challenges, uncover opportunities, and improve sales performance. This skill involves questioning common assumptions, exploring new perspectives, and adopting innovative strategies to achieve success in a competitive business landscape.

Critical thinking

To objectively analyze and evaluate information, situations, and ideas to make informed decisions and solve problems effectively. This skill involves logical reasoning, discernment, and a systematic approach to understanding complex sales scenarios and addressing client needs.

Cross-functional collaboration

Refers to the ability to work effectively with colleagues from different departments or functional areas within an organization to achieve common goals, address client needs, and improve overall business performance. This skill involves open communication, teamwork, and the capacity to understand and leverage the expertise of various team members.

Cultural adaptability

The ability to recognize, understand, and effectively navigate the diverse cultural backgrounds, beliefs, and norms of clients, colleagues, and stakeholders. This skill involves open-mindedness, empathy, and a willingness to adjust one's communication style and approach to accommodate different cultural perspectives.

Decisiveness

Decisiveness refers to the ability to make informed, timely, and confident decisions during the sales process, even in situations with limited information, high stakes, or uncertainty. This skill involves balancing risk and opportunity, analyzing available data, and taking prompt action to move the sales process forward or address client needs effectively.

Effective communication

Effective communication is the ability to convey information, ideas, and emotions clearly, accurately, and persuasively to clients, colleagues, and stakeholders. This skill involves active listening, adapting one's communication style to the audience, and ensuring that messages are well-received and understood.

Empathy

Empathy is the ability to perceive and relate to the thoughts, emotions, or experiences of others. Those with high levels of empathy are skilled at understanding a situation from another person’s perspective and reacting with compassion. Empathy in the context of the workplace simply means that your people are able to establish true, empathetic connections with one another that enhance relationships and performance.

As a Salesperson: by respecting and understanding customers' perspectives and thinking, a salesperson can build trust and foster a healthy relationship with their customers. As they say, people buy from the people they trust.

As a Manager: who practiced empathetic leadership toward direct reports are viewed as better performers by their bosses.

Inspirational leadership

The ability to inspire, motivate, and empower a sales team to achieve their goals and exceed expectations. This type of leadership focuses on creating a positive work environment, fostering teamwork, and driving sales performance through effective communication, empathy, and personal example.

Competencies

All competencies

Core skills

Soft skills

Leadership

Competencies

All competencies

Core skills

Soft skills

Leadership

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