Hi everyone,
I am working towards creating the sales competency framework for my company where i am looking for different competencies and what level of skills one should have in each proficiency level.

From India, Delhi
Dear Anjali,
You would have to segregate functional skills and competencies (expertise skills) required across each managerial position.
For achieving this you can have a detailed analysis of the JD or KRA of each position and check its validity from the respective reporting manager.
In case you want any other help do feel free to call or mail me, I would be happy to help you.
Rajiv Vohra

From India, Mumbai
Hi Iahmadijan,

The sales plan is unique to the company, as it not only depends on the types of selling is done by each company, which in turn depends not on the industry but is also dependent on the company positioning and the sales structure/people.

The implementation of the sales plan is dependent on the top management as sales people are notorious to fall back to their own ways of working since they are the most difficult to monitor and their results are to a great factor depends outside their control.

This plan should be the framework of all the objectives that the sales team wants to achieve in the long term and short term.

The procedures through which it wants to achieve them. the process that needs to be followed.

for example

1. Creation of the data base

2. Segregation of the prospects from suspects. Parameters through which you would segregate objectively

3. Number of calls required to close the deals or call off the deals

4. In case of relationship business understanding the frequency of calling based on relationship levels (objectively)

5. Methodology used to in sales like SPIN/SPANCO/Strategic Selling/Ziglar methods etc.

Each of these have to documented and reviewed with the senior management to be made the coaches for the successful implementation.

Do let me know if you have any other query



From India, Mumbai
Thanks a Ton Rajiv,
I had already kept in mind the JD and Goals of sales ppl. I am alos in touch with the managers around it.
I am currently looking for the defination or sales competency dictonary.

From India, Delhi

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