Competency-Based Sales Organization Development: What It Is and Why You Need It
There is a logical way to make sure your sales quotas are consistently met. There is a framework for recruiting, onboarding, and developing your sales team members. As a sales manager, there is a way for you to better understand and manage how revenue per sales team member affects each quarter’s bottom line.
And it all involves a competency-based approach.
How Competency-Based Sales Organization Development Affects Each Step of Sales Management
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- Recruiting. Using a competencybased approach, you can reduce the learning curve for future sales team members by being clear about the responsibilities and requirements they need to fulfill
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- Goal Setting. As a sales manager, a competency-based approach helps you determine effective quotas and other milestones to motivate your team members.
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- Onboarding. You need a structure to ensure your onboarding programs develop productive, confident, and effective salespeople.
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- Skill Development. Development based on competencies ensures your training is relevant and translates to improved sales performance.
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ASTD’s Approach to Competency-Based Selling
In 2008, ASTD recognized the need for competencies specific to the sales profession. The result is the ASTD World-Class Sales Competency Model, the only widely available, occupation-specific model for sales team members. The model includes both those who are directly responsible for revenue generation, as well as those who consult with, train, develop, and support them. It was developed to be future-oriented, applicable across all types and many levels of organizations, and focused on improving sales performance through learning.
Combine Competency-Based Tactics with ASTD’s Sales Optimization Solution
Every organization wants a transformational sales strategy, but few have the time, money, or resources to build one from scratch. With the Sales Optimization Solution, now you won’t have to. Brought to you by ASTD Sales Enablement and Chally Group Worldwide, the Sales Optimization Solution involves three steps:
These three steps will give you the information and resources needed to implement a complete salesforce transformation program for your team
ASTD chose to partner with Chally because:
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- They have been in business for nearly 40 years and have assessed over 500,000 sales professionals.
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