Sales Competency Development
Capital Equipment
Objective
Increase professionalism, capability, and productivity of a global sales force.
Obstacles
A diverse world-wide sales team and a broad, complex product line created a large number of sales rep roles, with requirements for many different competencies and performance levels.
Approach
Develop a library of competencies, with definition for different levels, and map to sales rep role definitions. Identify or create relevant training modules for all critical competencies. Create a deployment guide that enables sales management and operational staff to adapt to local organizational models.
Outcome
Annual sales growth of 13% for 5 consecutive years with concurrent growth in sales team productivity.
