Next-Generation SalesCompetency ModelJames NinivaggiService Director, Sales Enablement Strategies
June 2012
#sdwebcast@jninivaggi
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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.
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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– Many sales organizations are still hiring and training to an outdated competency model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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What Exactly Is a Competency?
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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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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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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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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
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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
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