Sales Competencies

Which of the statements below correspond to the right definition of a sales competency model?

• Helps to identify strengths and development needs

• Defines key characteristics across different levels of performance

• Specific to the sales force strategy and sales process

• All of the above

Which of the statement below do NOT correspond to the BENEFIT of a sales competency model to the business?

• Better able to position employees with the right capabilities in the right roles

• Helps to achieve better sales results

• Increases costs to the business

• Helps to focus on needed learning and development goals for the sales team

Based on the competency results of your team members, you may choose to:

• Coach further

• Recognize & identify development path

• Evaluate performance barriers

• All of the above

The 4 capability levels are (in the right order):

• Beginning, Applying, Leading, Master

• Learning, Applying, Leading, Expert

• Learning, Developing, Leading, Master

• Beginning, Developing, Expert, Master

Which of the below statement refers to the right definition of the 'Learning' capability level?

• Broad application and/or understanding of the competency

• Capable application and/or understanding of the competency

• Basic application and/or understanding of the competency

• Extensive application and/or understanding of the competency

Which statement best refers to the right description of the 'EXPERT' capability level?

• Employees direct/teach others in the application of the competency

• Employees serve as the authority in the full application/understanding of the competency

• Employees apply the competency's knowledge and skills with little direction of others

• All of the above

Which of the below are NOT among the 7 sales competencies for the sales representative?

• Value proposition & communication

• Territory & Funnel Management

• Impactful Leadership

• Call Management

• Account Management

There are 3 steps in the sales competency assessment...

• True

• False

After the competency self-assessment & manager's assessment of the direct report, manager and direct report should set a meeting to....

• argue about the differences in the competency assessment scores

• align and agree on competency ratings and discuss development plan

• discuss about sales

• do nothing

Post competency assessment, the development plan should...

• should be specific and linked to a competency and a level

• Include the resources required

• Have well defined metrics and be linked to business impact

• All of the above