How Excellent Sales Competency Models Make Excellent Sales Forces

8 October 2013


Salespeople today contend with increasingly sophisticated buyers and intense competition. As a result, they need more than the traditional relationship-building and closing skills -- they must have business acumen, sharp analytics, effective cross-functional collaboration, and creativity to create and prove their value in this complex selling environment.

A competency model that is specific to the sales capabilities needed, and tightly integrated into the overall talent management program, can help ensure that the sales team has the right capabilities to succeed. Learn how to get your competency elements right and reap rewards in higher sales and customer satisfaction:

  • Leading practices for designing sales force competency models
  • How to achieve tight integration across your talent management program
  • How sales force assessment and coaching tools can enable higher quality, objectivity and consistency
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