
Salesmanship - 360 degree Feedback
Aimed at: Professional sales people and account managers operating in organisations of all sizes.
Competency Framework
You must complete all mandatory competencies and can select up to three optional ones.
| Mandatory Competencies | Optional Competencies |
| Delivering Results | Team Working |
| Resilience | Developing self |
| Integrity and Ethical Management | Developing others |
| Commercial and Financial Awareness | Innovation/creative thinking |
| Customer Focus | Adaptability/Change Management |
| Influencing | Planning and Organising |
| Relationship Building | Communication |
| Selling Skills | |
| Time Management |
Mandatory competencies
Delivering results
This competency reflects the ability to focus oneself and others on achieving specific outcomesEffectively implements company initiatives
Manages projects successfully from inception to delivery
Is able to progress several issues simultaneously
Encourages others to aim high and exceed normal expectations
Challenges those who fail to achieve the required standards
Focuses effort on priority tasks and activities to achieve maximum results
Sets realistic deadlines, tasks and standards for others
Resilience
This competency reflects the ability to be resilient and to achieve through repeated effortMaintains motivation and focus when under pressure
Sticks to the task in hand, even if practical difficulties arise
Progresses with the task even in the face of personal frustration or disappointment
Perseveres over a period of time to achieve an end result
Stays positive in the face of interpersonal conflict or disruption to plans
Steps back from a difficult situation to understand what is going on & why
Refuses to allow earlier setbacks to affect future situations
Remains calm, professional & focused, acting as a role model in difficult situations
Integrity and Ethical management
This competency reflects the ability to work ethically according to professional & company valuesAccepts responsibility for own work & decisions
Admits mistakes
Sticks to decisions which have been made and stays true to their word
Gives credit to deserving parties and does not take credit for the work of others
Maintains principles even if short term commercial advantage is compromised
Is loyal to the company and its principles
Uses positional and personal power with care and restraint
Commercial and financial awareness
This competency reflects the ability to apply understanding of the company & industry to improve effectiveness & profitabilityDemonstrates an understanding of how the different parts of the organisation work together
Ensures own work is in line with the direction of the organisation
Identifies opportunities to gain commercial advantage by exploiting competitors' weaknesses
Is able to use sound financial logic to propose a convincing case to influence the business direction
Keeps up to date with commercial developments within the industry
Bases decisions primarily upon the benefits to the business
Concentrates on delivering results which bring the clearest commercial benefit
Customer focus
This competency reflects the pursuit of the highest level of customer serviceShows respect and friendliness to customers
Anticipates future customer needs and trends
Focuses on identifying opportunities to benefit customers
Talks and listens to customers to clarify their real needs and expectations
Strives to resolve customer concerns
Offers advice and guidance in responding to customer enquiries
Influencing
This competency reflects the ability to influence and persuade othersMakes a strong & positive impact in a group
States own views & opinions & backs them up with clear evidence
Is persuasive without being aggressive
Has the appropriate skills to turn objections into positive outcomes
Anticipates how people are likely to react and prepares appropriately
Continually assesses a situation and adapts behaviour accordingly
Is good at influencing senior people and winning support for a case
Relationship Building
This competency reflects the ability to get on well with a wide range of people and build long term trusting relationshipsIs good at resolving people issues before they get out of hand
Builds rapport with people
Notices when others need help and support
Goes out of way to develop trust in relationships
Is sensitive to the unspoken feelings of others
Brings tensions to the surface, helps to resolve conflicts and produces a positive outcome
Looks for common ground and builds co-operation even in difficult circumstances
Selling Skills
This competency reflects the ability to sell products and services effectively and in an ethical mannerMakes the most of new opportunities to sell e.g. good at turning leads into appointments
Accurately diagnoses the critical issues facing the buyer
Focuses discussions on benefits and features most appropriate to the needs of the buyer
Deals with scepticism, objections and rejections positively and objectively
Builds trust by not trying to sell things that buyers do not need
Actively prospects to find new opportunities to sell
Able to handle the pressure to sell more when targets are raised
Works inside the appropriate ethical guidelines or codes of practice
Time Management
The ability to make most effective use of one's own time and that of othersIs punctual and a good timekeeper
Is constantly aware of what is the best use of their own time
Resists temptation to take on other people's problems at the expense of own productivity
Challenges the need to go to irrelevant or time wasting meetings
Says 'no' assertively when time is not available
Only uses email when it is the most efficient and most appropriate form of communication
Gets the job done without procrastinating or delaying.
Optional comptencies - you may choose up to three of these
Team Working
This competency reflects the ability to contribute to teams and to improve their effectiveness through personal commitmentSupports less experienced colleagues
Encourages a strong sense of team spirit
Focuses the team on what will contribute to success in the long term
Develops ideas and solutions jointly with others
Gives fair and constructive feedback to team members
Takes responsibility for team's actions
Develops a wide network of productive relationships around the business
Developing self
This competency reflects the ability to focus on own development and to take action to learnSees own development as important
Is able to accurately identify own development needs
Takes responsibility for setting up their own learning opportunities
Reviews & consciously learns from experience
Evaluates own performance
Actively seeks feedback to assist with continuous self-improvement
Open to learning
Developing others
This competency reflects the ability to improve performance through training and development of individuals and teamsAccurately identifies what people are good at and where they have potential to develop
Understands people's strengths and aspirations and takes them into account when allocating responsibilities
Sets and agrees objectives with people and monitors their progress
Provides personalised coaching and support to others
Promotes the idea of continuous improvement
Creates a positive learning environment
Encourages others to stretch themselves
Innovation/Creative thinking
This competency reflects the ability to generate new ideas through original thoughtIs able to make progress by looking at things in a new light
Able to come up with new ways of doing things that get people thinking
Challenges current thinking to foster innovation
Tries things out to seek new and better ways of doing things
Thinks 'outside the box' to come up with innovative ideas
Finds innovative solutions to problems through persistent curiosity
Adaptability/Change Management
This competency reflects the ability to respond & adapt to changing circumstances and to manage, solve problems and provide solutions in a climate of ambiguitySuggests ideas for possible improvements
Adopts ideas used successfully elsewhere
Translates ideas into practical solutions
Enthusiastically accepts beneficial change
Identifies when changes are needed
Generates innovative ideas and solutions
Challenges conventional views to benefit the business
Planning and Organising
This competency reflects the ability to plan, organise and prioritise work. Balancing resources, skills, priorities and timescales to achieve objectivesEnsures own work is accurate and timely
Identifies clear targets and priorities
Concentrates effort on priorities
Allows for contingency in plans
Holds structured, productive meetings
Reviews and reassesses plans and priorities on a regular basis
Plans for the long term
Communication
This competency reflects the ability to give and gather information and to actively manage the communication processStates own views clearly and concisely
Listens to and considers others? views
Asks questions to find out others? real views and check understanding
Tackles disagreement constructively
Conveys complex information in plain language
Has a manner, style and presence that makes a positive impression
Uses electronic communication channels appropriately and in a way that generates a positive reaction in the recipients