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Sales Competency Dictionary |
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The Barrett Sales Competency Dictionary has been purpose built for sales and sales management roles across industries and is designed to compliment most competency models used by organisations today. The competencies can be easily mapped back to generic corporate wide competency models. It has been designed to take into account the very specific competencies (skills, behaviours, attitudes, emotional intelligence and values) needed in the complex and diverse world of selling today. It is ideally positioned to be used for job design, recruitment, performance management and coaching.
For many years organisations have been using generic competency definitions. However, our research revealed that these generic competency definitions were often too generalised and not relevant to specialised roles such as sales. Our research, involving over 400 interviews cross referenced with international studies, found that superior performing salespeople demonstrate significant competence in the key areas of self-awareness, self-regulation, motivation, empathy and social skills. The Barrett Sales Competency Dictionary is mapped across five levels with 7 major categories, 42 sub-categories, providing very specific behavioural indicators at each level. Level 1 contains the foundation level competency often observed in sales support or junior sales roles, whereas Level 5 applies to senior sales management roles. The multi-level nature of the dictionary provides the information needed to support career progression and succession planning. It is exclusively positioned to profile the qualities needed for successful sales performance and sales management across many sales environments. |
The 7 Major Categories:
- Understanding and managing self
- Relating to others, forming and maintaining fruitful relationships
- Knowledge, understanding and addressing business drivers and needs
- Understanding and effectively applying selling techniques to achieve mutually beneficial goals
- Strategic thinking and action
- Organising and utilising resources effectively
- Sales management
Applications:
- Job Design
- Competency framework
- Recruitment framework
- Performance management framework
- Learning and Development
- Coaching framework
- Management framework
- Reward and recognition
- Succession planning
- Culture
- Training