At the base of the World Class Selling Competency Model Pyramid
are (29) competencies in (4) categories. The categories are:
Partnering, Insight, Solution, Effectiveness. Let's break down
the framework competencies that builds a world class sales team
PARTNERING: Aligning Customers, Building Relationships,
Communicating Effectively, Negotiating, Setting Expectations,
INSIGHT: Analyzing Capacity, Building a Business Case, Evaluating
Customer Experiences, Gathering Intelligence, Identifying Options,
Prioritizing Stakeholder Needs, Business Context.
SOLUTION: Articulating Value, Facilitating Organizational Change,
Formalizing Commitment, Leveraging Success, Managing Projects,
EFFECTIVENESS: Accelerating Learning, Aligning to Sales Processes,
Building Business Skill, Embracing Diversity, Executing Plans,
Solving Problems, Making Ethical Decisions, Managing Knowledge,
Maximizing Personal Time, Using Technology.