ACCOUNT, TERRITORY, KEY ACCOUNT MANAGERS

Sales Core Competencies, Knowledge and Skills define what is required to execute at a world class level. Consider your knowledge and skills for each element, the quality of your output, as well as how consistently you utilize the skills on a daily basis, and select a rating.  

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* 1. Your name?

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* 2. Your company name?

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* 3. Your job title?

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* 4. Your email address?

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* 5. Sales Planning is robust, consistently meets sales/business objectives

  Demonstrated mastery of skill; consistent utilization, delivers high quality results Basic working knowledge of skill, inconsistent utilization , sub-optimal results Minimal knowledge of skill, sporadic utilization with unpredictable results No knowledge of skill N/A
Territory/account plan includes opportunity map, target accounts, forecast, sales strategies, tactics and resource requirements
Ensures that the sales plan and sales activities are consistent with overall business goals.
Reviews and updates the sales plan on a regular basis to reflect progress and take corrective actions as necessary
Competition is understood, and sales plans are developed and executed to win share as well as defend against share loss

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* 6. Sales Pipeline is managed effectively to ensure that revenue expectations are met.

  Demonstrated mastery of skill; consistent utilization, delivers high quality results Basic working knowledge of skill, inconsistent utilization , sub-optimal results Minimal knowledge of skill, sporadic utilization with unpredictable results No knowledge of skill N/A
Identifies, qualifies and prioritizes leads, and develops sales tactics to maintain a robust opportunity funnel
Sales cycle, win ratios and probabilities are utilized to develop a pipeline that exceeds sales target by 3-4X to ensure revenue goals are met
Understands the hurdles for the different stages of the sales cycle and is skilled at moving opportunities through the funnel in the product/market appropriate time frame
Understands different levels of risk associated with different stages of the sales cycle, and develops mitigation plan to minimize revenue risk
Updates lead/contact management system to track progress.

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* 7. Forecasting process is robust, output is high quality and high degree of accuracy

  Demonstrated mastery of skill; consistent utilization, delivers high quality results Basic working knowledge of skill, inconsistent utilization , sub-optimal results Minimal knowledge of skill, sporadic utilization with unpredictable results No knowledge of skill N/A
Utilizes historical sales data, as well as a method to forecast opportunities in the sales funnel, with clear tangible framework for timing and probability
Provides realistic sales forecasts to management with periodic reviews and communicates any significant changes or developments, minimizing unexpected revenue misses

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* 8. Time management is effectively balanced between existing accounts to maintain market share, and new opportunities to drive share gain and meet sales targets

  Demonstrated mastery of skill; consistent utilization, delivers high quality results Basic working knowledge of skill, inconsistent utilization , sub-optimal results Minimal knowledge of skill, sporadic utilization with unpredictable results No knowledge of skill N/A
Sales time/tactics are balanced between prospecting for new customers, managing current opportunities in the sales funnel while providing support and management of existing accounts
Customer and opportunity milestones are proactively managed and scheduled for the duration of the sales cycle

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* 9. Prospecting for new business continually feeds the front end of the sales funnel with high quality opportunities

  Demonstrated mastery of skill; consistent utilization, delivers high quality results Basic working knowledge of skill, inconsistent utilization , sub-optimal results Minimal knowledge of skill, sporadic utilization with unpredictable results No knowledge of skill N/A
Prospects across the installed base and in new accounts to ensure that target opportunities are identified and developed.
Sales from new customers represents >10% of revenues year after year (New Customer Vitality)

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* 10. Customer management reaches deep and across the organization, and leverages key customer metrics for entry points into the account

  Demonstrated mastery of skill; consistent utilization, delivers high quality results Basic working knowledge of skill, inconsistent utilization , sub-optimal results Minimal knowledge of skill, sporadic utilization with unpredictable results No knowledge of skill N/A
Builds relationships at multiple levels of account and across all functions.
Fluent in key customer metrics and financials such that value proposition can be customized to resonate across customer organization

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* 11. Negotiating and Closing Sales

  Demonstrated mastery of skill; consistent utilization, delivers high quality results Basic working knowledge of skill, inconsistent utilization , sub-optimal results Minimal knowledge of skill, sporadic utilization with unpredictable results No knowledge of skill N/A
Builds commitment and closure at each stage of the sales process.
Understands the customer needs as well as the deal framework requirements of company and works towards a win-win scenario
Creates a sense of urgency to close the sale; asks for the order
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