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Next-Generation Sales Competency Model James Ninivaggi Service Director, Sales Enablement Strategies June 2012 #sdwebcast @jninivaggi

SiriusDecisions Webcast: Next-Generation Sales Competency Model

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View the full replay: http://bit.ly/LjTmer In this SiriusDecisions Webcast, Jim Ninivaggi, service director of our Sales Enablement Strategies advisory service shares frameworks, insights and best practices on the next generation sales competency model. He addresses the vital components that make up a competency model, how to create competency models for each key sales role and how to leverage the competency model to build out your sales enablement structure and frameworks, including sales training.

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Page 1: SiriusDecisions Webcast: Next-Generation Sales Competency Model

Next-Generation SalesCompetency ModelJames NinivaggiService Director, Sales Enablement Strategies

June 2012

#sdwebcast@jninivaggi

Page 2: SiriusDecisions Webcast: Next-Generation Sales Competency Model

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The Typical Sales Job Description

• Bachelor’s degree  

• Prior experience in sales is required. 

• Excellent customer service, sales, and relationship building skills. 

• Dedication, professionalism and drive for results.  

• Experience developing and implementing effective marketing plans, account management, as well as sales and sourcing strategies that increased top-line performance. 

• A clear understanding of meeting quotas and sales metrics. 

• The ability to build relationships with clients. 

• Self-motivated and ability to work on your own

• A consultative approach to sales.  

• The ability to communicate effectively and efficiently through verbal and written correspondence.  

• A positive attitude and team player mentality.  

• A desire to have fun at work.

Page 3: SiriusDecisions Webcast: Next-Generation Sales Competency Model

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Executive Summary

• Key issues

– There continue to be dramatic shifts in b-to-b buying behaviors

– Many sales organizations are still hiring and training to an outdated competency model

– The emergence of three generations in the b-to-b workforce is having an impact on sales competencies and development

• What you will walk away with

– An understanding of what a sales competency model is

– A deep dive into the knowledge, skills and behaviors emerging as critical for sales success today

– A model you can use to identify and develop the critical competencies for the selling roles in your organization

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Page 4: SiriusDecisions Webcast: Next-Generation Sales Competency Model

What Exactly Is a Competency?

Page 5: SiriusDecisions Webcast: Next-Generation Sales Competency Model

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Competency Definition

A defined level of expertise that is essential or fundamental to a particular job; the primary area of expertise; specialty; the expertise that allows an organization or individual to beat its competitors.

Knowledge

BehaviorsSkills

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Page 6: SiriusDecisions Webcast: Next-Generation Sales Competency Model

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The Changing Sales Engagement DynamicsSiriusPerspective: B-to-b buyers are engaging with sales reps later in the buying process, compacting time to influence.

① Loosening of the Status Quo

① Loosening of the Status Quo

VendorSelection

Phase

VendorSelection

Phase

Solution Phase

Solution Phase

Education Phase

Education Phase ② Committing to

Change② Committing to

Change

③ Exploring Possible Solutions

③ Exploring Possible Solutions

④ Committing to a Solution

④ Committing to a Solution

⑤ Justifying the Decision

⑤ Justifying the Decision

⑥ Making the Selection

⑥ Making the Selection

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Page 7: SiriusDecisions Webcast: Next-Generation Sales Competency Model

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Emerging Competency: Buyer-Focused Behavior

SiriusPerspective: The ability to understand where a buyer is in the decision process, and adjusting approach accordingly.

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Page 8: SiriusDecisions Webcast: Next-Generation Sales Competency Model

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Emerging Competency: Social Listening Skills

SiriusPerspective: Reps will need to use social tools to listen to their buyers, partners, and competitors.

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BrandProducts

Business Units

Customers

Major Accounts

Prospects GeographiesInfluencers

Partners

Competition

Employees

Page 9: SiriusDecisions Webcast: Next-Generation Sales Competency Model

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Three Generations Across Buying and Selling

SiriusPerspective: Along with Boomers (1946-64) and Gen X (1965-81), Generation Y (1984-2002) will play a larger role in buying processes.

Fifty-six percent of college students who responded to a recent survey said they would either not accept a job offer from a company that

blocked access to social media in the workplace, or would join and attempt to sidestep the company policy.

Source: Cisco Connected World Study

Page 10: SiriusDecisions Webcast: Next-Generation Sales Competency Model

© Copyright SiriusDecisions. All Rights Protected and Reserved.

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View the Full Replay:http://bit.ly/LjTmer

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