Sales competency management is now seen as an essential vehicle for achieving sales performance by focusing and reviewing an individual’s capability and potential to sell. Moreover sales competency management can be aligned closely with key sales objectives and strategy. This ensures that the sales team have the capability to achieve the organisation’s sales strategy.
Sales competencies are a signal from the organisation to the sales team of the expected areas and levels of performance. They are in addition to the key performance indicators based on quantity such as appointments, conversion, revenue, etc. They provide the sales team with a map or indication of the behaviours that will be valued and recognised. Competencies can be understood to represent the language of performance in an organisation, articulating both the expected outcomes of the sales team’s efforts and the manner in which these activities are carried out.
As a sales performance specialist MG Training Solutions has a track
record of successfully defining and implementing sales competency
management within large organisations. We understand the risks involved
and are able to mitigate these risks to ensure success.
The main benefits of our approach are as follows:
more accurate measure of the sales team’s capability
more effective analysis of the ‘capability gap’ and development needs
more effective recruitment and succession planning
The outcome of these benefits is greater sales effectiveness in a business environment that demands a highly effective sales effort. Our approach will provide the organisation with a competitive edge.
Our Approach
creates a strong link between sales strategy and the personal objectives of the sales team
provides the sales team with a set of clear objectives to work towards
shows the sales team how they are expected to perform in their jobs
makes the appraisal and recruitment systems fairer and more open
ensures processes become more measurable and standardised
equips line managers to assess sales capability
provides line managers with the coaching skills to develop sales capability
helps the sales team improve their sales capability and respond to the challenges facing the market
Moreover we can show you how to achieve a healthy return on your investment by implementing a sales competency framework that is bespoke to your organisation, your sales strategy and your sales team.
We understand how to make sales competency management simple and workable. More importantly we have developed a unique set of sales competencies relevant to the hospitality industry that can assist your organisation in the developing their own bespoke framework.
