How would you rate your ambition and drive? I guess if all is in your favor pretty well, right? How about when events and circumstances are not to your liking? Of the 19 sales competencies from the Devine Inventory, Ambition and Drive is #1! It’s not just having goals, but a strong vitality and resiliency when sales and outcomes are not turning out as we had forecasted. Take a look at page 5 of your Devine Inventory (if you are my client) and you will see all the competencies listed and how you scored (0-99). If your number is less than 50, that is not a desirable outcome. Our number really needs to be 75 or greater. Why? The higher the number the higher the self-determination and willingness (drive) to do what it takes when adversity strikes, and it will. Studies show the most successful sales people (and all people) are those that have this trait.
Competency #2 - Control and Close: how would you rate your ability to steer opportunities through your sales pipeline? And, let’s add the shortest time possible to gain closure on the deal. What is your score on assertiveness (1-10)? How competitive are you? How well do you deal with conflict (confront or ignore)? How decisive are you in making the tough decisions? These all influence your score on this competency.
Competency #3 - Problem Solving: How savvy are you in reading the situation, able to quickly assess a prospect’s real issue(s), and provide the right solution without becoming an unpaid consultant? To execute well with this skill we must have high scores on being an intuitive learner, listening intently, and planning. Being a master at the Sandler pain step, particularly the pain funnel would be helpful.
Competency #4 - Process Orientation: How effectively do you manage your territory; prospecting for new business and at the same time nurture existing customer relationships? Is there a method to your territory management, or do you react where the “pan is hot?” If you scored high; the behaviors necessary for success would be: concentration, detail orientation, schedule orientation, structure and task completion. The most important behavior is task completion; one has to have strong follow through habits, thereby doing what one says they will do. A natural for a successful sales person.
Competency #5 - Relationship focus: This isn’t about you; it is your ability to connect with another person, and them feeling comfortable and esteemed by you. We all feel as salespeople we are good at this, so your score may surprise you. If your score is low and your presentation score high, then guess what is happening? Are you a good listener, or just a pretend listener, or maybe waiting anxiously to speak when you hear the door of opportunity opening up? Communication is between two or more people so how do I measure up versus my competitor? What am I doing to nurture, develop, and build trust regarding the people I call on? If your score is high then you are building trust and the time it takes to close additional business will be less.
So these are the Top 5 Sales Competencies. Now the question is what is my strategy to improve all 5? If you are hiring salespeople how can you instill these competencies into your process? Please take out your Devine Inventory, take a yellow high lighter and mark these 5 traits on page 5. Review on pages 6&7 the behaviors of each competency. Go to pages 9, 10, 11 to view the bar charts on each behavior, and then begin to outline new steps to make improvements. “Good is enemy to the great.” Let’s make a commitment to continue self-improvement and you can take your progress to the bank.
Good selling,
Jim Dunn
Sandler Trainer
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