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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 outcomes 

Effectively 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 effort

Maintains 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 values  

Accepts 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 & profitability 

Demonstrates 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 service

Shows 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 others 

Makes 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 relationships 

Is 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 manner

Makes 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 others 

Is 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 commitment 

Supports 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 learn  

Sees 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 teams 

Accurately 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 thought 

Is 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 ambiguity 

Suggests 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 objectives 

Ensures 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 process 

States 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