Traits of a High Achiever

COMMERCIAL SERVICE SALES

Traits of a High Achiever Salesperson

YOU WILL LEARN…

This segment, Traits of a High Achiever Salesperson, will help you to:

·  Understand what core and skill specific competencies constitute a high achiever

·  Understand the importance of knowledge of your markets, products/services, competitors and the sales skills to successfully position yourself with your customers.

·  Understand how to self assess your sales skills to identify areas for skill development.

What Are Competencies

Competencies are those sets of behaviors that encompass knowledge, skills, attitudes, motives and temperament that distinguish excellent performance. There are two components to sales competencies. They are:

·  Core Competencies – behaviors required across all job function types.

·  Skill Specific Competencies – behaviors that are required to be successful in the sales job function.

The competency model is illustrated below. The arrow shows the order of importance
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Core Competencies – Self Evaluation (Rating Value = 1-5)

Honesty & Integrity
Demonstrates high ethical standards in decisions and actions
1.  Demonstrates ethical guiding values on a daily basis.
·  Honesty and Integrity, Ownership, Learning, Creativity and Resourcefulness, Quality of Life
·  Incorporates the core ideology into all aspects of performance / Rating______
Respect for Others
Demonstrates a respectful, caring attitude toward others
1.  Responds with positive suggestions to colleagues’ questions and concerns / Rating______
2.  Appreciates and encourages differences in people with diverse backgrounds, personal styles and approaches to work
3.  Actively discourages destructive comments about other people or groups
Flexibility & Adaptability
Responds positively to changing work demands
1.  Adapts readily to changing work demands / Rating______
2.  Works cooperatively and capably with a wide variety of people
3.  Shifts focus smoothly and quickly among activities
Planning and Organizing
Demonstrating the ability to get work done in an orderly, high-quality manner
1.  Efficiently manages multiple tasks (e.g., selects and applies proper tools) / Rating______
2.  Systematically gathers and analyzes pertinent information to plan the most effective course of action
3.  Sets objective standards and develops goals or objectives that are measurable
4.  Anticipates potential problems and develops contingency plans to avoid them
5.  Monitors the implementation of plans to assure outcomes
Goal Orientation
Creates processes to track progress toward goals and to insure completion of detailed requirements
1.  Follow through on work plans to guarantee progress toward long range goals / Rating______
2.  Uses consistent process to remember what has to be done
3.  Demonstrates a sense of urgency when resolving customer issues (e.g., tracks down important information for customer, internal and external)
4.  Maintains efficiency while shifting focus among multiple activities
Continuous Learning
Seeks knowledge and understanding in order to grow and develop
1.  Reviews own performance and seeks feedback from others to improve effectiveness / Rating______
2.  Responds to specific feedback from others by taking corrective action
3.  Continuously searches for new ideas and ways of doing things better by learning from positive and negative work experiences, and via external resources

Skill Specific Competencies – Self Evaluation (Rating Value = 1-5)

Consultive Selling
Demonstrating the ability to complete a sales cycle in a consistent, complete manner that adds value to the customer’s business
1.  Understands customer needs and applies company’s capabilities that provide value/benefits directly relevant to those needs / Rating______
2.  Uses each customer sales opportunity to further penetrate the account (e.g., new applications for cross-selling with current customers
3.  Identifies decision makers at various stages in the sales cycle
4.  Maintains focus on sales opportunities (e.g., “intuitive sales sense”)
5.  Maintains key contacts and follows up after sales to ensure customer satisfaction
6.  Applies clear criteria for qualifying leads (account strategy and tactical plan)
Account Management
Maximizing your impact on the customer’s organization through understanding its needs and following a structured process to plan and deliver products and services
1.  Demonstrates an understanding of the economic drivers affecting their customers (e.g., industry trends, market, competitive positioning, etc.) / Rating______
2.  Develops a strategy and tactical plan for each customer opportunity, using a structured planning process
3.  Maximizes the value-added contribution using the entire array of company offerings
Prospecting/New Business Development
Expands company’s offerings to a wider customer base
1.  Demonstrates an ability to identify and effectively penetrate new markets/customer bases / Rating______
2.  Works to expand new business opportunities (e.g., new lines of business, partnerships, product/service enhancements, improved utilization of company resources)
3.  Develops and implements specific market penetration strategies (e.g., segmentation, competitive analysis and positioning, “opportunity analysis, etc.)
4.  Actively monitors market and competitor data to maintain current market intelligence and to anticipate trends (e.g., maintains “finger on the pulse” of the marketplace)
Partnership Building
Demonstrating the ability to generate partnering relationships that enhance strategic capabilities
1.  Evaluates potential benefits from business partners and pursues highest value partnerships / Rating______
2.  Focuses on developing partner’s competence in and commitment to the company’s products and services (e.g., strategy meetings, integration of offerings, training, etc.)
Judgment and Problem Solving
Demonstrating the ability to make decisions that focus work on the right things and resolve problems effectively
1.  Effectively sets priorities and works on the appropriate activities from a range of competing priorities / Rating______
2.  Approaches problems in an informed and structured manner (e.g., analyzes the business and technical risks and benefits)
3.  Seeks ideas from diverse sources to resolve problems and confront issues
4.  Takes calculated business and technical risks when appropriate
Continued on page 4
Technical Credibility
Demonstrating depth of knowledge about your organization, its products and services and technical capabilities
1.  Seeks technical expertise when needed / Rating______
2.  Understands product/service features and benefits, their capabilities and limitations relative to their particular customer’s needs
3.  Translates complicated technical ideas and information so they are easily understood by various audiences (e.g., sales team members and customer “decision makers”)

Recommended Activities for Self Development

The above self-evaluation was designed to allow you to develop a competency development action plan. It is important to keep in mind that maximizing the value of this tool requires that you work independently, as well as, with your colleagues and peers to gain their thoughts and experiences.

Below are many career-enhancing self-study activities or actions you can take on-the-job to improve these competencies.

Core: Honesty & Integrity Development Activities

On-the Job Activities:

·  Know your own capabilities and motivations and be sure to consider them before taking action.

·  Communicate information, when necessary, that will impact others.

·  Always follow through on commitments.

·  Understand which decisions can be made alone and which require the involvement of others.

·  React objectively when your views are challenged.

·  Set realistic expectations with customers and colleagues.

·  Avoid delaying bad news.

·  Develop a reputation of giving early warning of problems and allow others to do contingency planning.

·  Be consistent.

Core: Respect for Others Development Activities

On-the Job Activities:

·  Acknowledge others’ right to have different points of view.

·  Ask people questions to find out what’s important to them.

·  Think about the effect of schedule changes on people involved.

·  Informally praise, reward, or recognize those who generate key ideas.

·  Allow your colleagues space for accomplishing work. Do not meddle, do not impose deadlines – negotiate them.

·  Think about the effect your decision has on others’ work and home life.

Core: Flexibility & Adaptability Development Activities

On-the Job Activities:

·  Think of different ways to respond to any situation, then use them and note how different approaches increase your chances of being more effective.

·  Solicit advice from people who are good at multi-tasking to expand your knowledge base of possible techniques.

·  React objectively when your views/ideas are challenged.

·  Provide options when negotiating/presenting meeting times, proposals, etc.

·  Adapt an inquiry style rather than an advocacy style. Ask questions to understand others’ point of view rather than arguing for your own.

Core: Planning & Organizing Development Activities

On-the Job Activities:

·  Learn how to do process mapping and process analysis, and apply as appropriate in your setting.

·  Use a “Things-To-Do” list with priorities, do the high priorities first.

·  Keep meeting on schedule using time limits and ground rules: develop and use agendas for meetings, conferences, and presentations.

·  Allow time for planning tomorrow’s activities.

·  Learn to say “No” when appropriate and when requests on your time do not fit your plan and objectives.

Core: Goal Orientation Development Activities

On-the Job Activities:

·  Stay focused on results and opportunities when problems arise.

·  Identify potential obstacles to success and actions to overcome them.

·  Determine resource requirements to achieve goals.

·  Develop a network of colleagues in areas that can help you with planning and organizing projects.

·  Practice the art of doing it now.

Core: Continuous Learning Development Activities

On-the Job Activities:

·  See and be open to receiving feedback from peers and colleagues on what you do well and what you can do to improve.

·  Recognize when you falter or make mistakes, that you have learned what not to do.

·  Develop a personal learning plan and ask for help from others developing it.

·  Observe and analyze behaviors of potential role models or mentors in different situations. Determine which of their behaviors you wish to adopt to increase your effectiveness.

·  Actively read and review current literature and trade magazines relating to your business and your customer’s business, and talk to the knowledgeable people outside your company to identify best-in-class practices to use.

·  Analyze company and personal setbacks to identify missing plans or processes. Act on and share these findings with others to avoid future mistakes.

Skill Specific: Consultative Selling Development Activities

On-the Job Activities:

·  Ask the customer how he/she would like to receive information.

·  Constantly explore customers thinking.

·  Assess what technical or business resources will be required in a particular account.

·  Understand how your customer makes decisions.

·  Demonstrate an understanding of how your customers create value for their customers.

·  Keep a list of top ten business trends in your customers industry.

·  Create reasons for keeping in front of your customers.

·  Conduct an account analysis before pursuing sales opportunities to identify if it’s real, winnable, and worth your ROI efforts.

·  Continually re-qualify prospect throughout the sales process.

·  Develop relationships with customers through informal settings such as trade shows, social events, outings, lunch, etc.

Skill Specific: Account Management Development Activities

On-the Job Activities:

·  Prioritize deal opportunities based on the probability of sale.

·  Prepare for each sales call. Manage your time with the customer to ensure mutual benefit.

·  Demonstrate knowledge of how your products/services meet the customer’s needs.

·  Ask questions to understand the customer’s values, their critical issues they are faced with, and how they measure success.

·  Be able to clearly portray how your company differentiates itself from the competition.

·  Develop an Account Plan for each deal opportunity to identify strategy, resources and timing of your tasking activities.

Skill Specific: New Business Development Activities

On-the Job Activities:

·  Do a market analysis either using SWOT or a new business opportunity analysis.

·  Proactively build a network of key people inside and outside your industry who can provide leads to future business.

·  Define your territory and identify target market opportunities to pursue.

·  Research potential customer’s business drivers, decision-makers, needs, possible solutions, and next action steps prior to making the sales call. Do this for each sales call.

·  Identify issues of importance to the target account and decision-makers.

·  Develop a preliminary strategy for pursuing the account.

Skill Specific: Alliance Building Development Activities

On-the Job Activities:

·  Work with others to identify market trends and opportunities. Then develop strategies and action plans for taking advantage of them.

·  Form a special team with internal and external business partners to develop goals and plans to seize new business.

·  Collect information from potential distribution channel partners to identify common business interests and develop alliance qualification criteria to assess potential partners.

Skill Specific: Problem Solving Development Activities

On-the Job Activities:

·  Learn to use brainstorming and new idea generation approaches to solve problems or explore opportunities.

·  Analyze business situations to identify both positive and negative factors that can effect a deal.

·  Discuss tradeoffs with trusted peers.

·  Brainstorm “what if” scenarios to develop potential solutions.

·  Perform root cause analysis to identify what went wrong to come up with solutions.

·  Make decisions based on facts and data, not on the status of the individual who is disseminating the information.

·  Don’t avoid giving the customer information they might not like. Get it out on the table for discussion, talk through it, present the rationale of the potential solutions, and get agreement on the solution.

Skill Specific: Technical Credibility Development Activities

On-the Job Activities:

·  Become and active member of at least one professional association. Serve on the executive board or on various committees.

·  Assemble a list of trade allies for each of the products/services you support.

·  Keep abreast of new products/services being offered in your industry.

·  Search how others sell your products/services to identify best practices.

·  Refine and develop your knowledge of the technical area by reading technical publications or consulting with area experts.

·  Understand the customer’s technical sophistication when developing technical communication documentation.

·  Develop proposals, presentations and other communication materials that address both the customer’s business and technical requirements.

Traits of a High Achiever Contractor Support System 8

Salesperson