RightTools™: Job Competencies for Sales Teams

A good competency model is based on behaviors that distinguish superior performers.

Superior performers don't just do more work, or better work, they approach their jobs differently, think about things in a different manner and do some critical things much more often than typical performers.

Job Competencies for Sales Teams is a packaged teaching platform for rolling out job competencies in sales organizations. Competencies were selected based on over 4000 behavioral event interviews with high and typical performing sales representatives and over 1000 interviews with sales managers and executive leadership in sales organizations. This teaching platform is the most comprehensive and interactive learning tool ever developed to train and sustain job competencies for sales teams.

The Job Competencies for Sales Teams Teaching Platform

This kit includes:

  • A 246-page reference manual, Climbing to Peak Performance: Job Competencies for Sales Teams, to facilitate educating the learner on the process and function of competency development, the history of job competencies, and the integration of competencies into other work related functions. The reference manual also includes descriptions and definitions for the stages of development and for each competency included in the four selling models. (Qty: 2)
  • Leaders Guides (Qty: 2)
  • Participant Workbooks (Qty: 50)
  • Workshop set-up and room layout
  • Workshop agenda and all support materials used in the classroom
  • A comprehensive, slide deck (delivered in a slide, powerpoint, or overhead transparency format). All formats include Leader Notes.
  • Pre-workshop marketing and teaching materials. (Education on the subject matter starts before learners enter the classroom.)
  • Correspondence to the participants and the stakeholders
  • Competency assessment tools
  • Competency coaching tools
  • Tools to link competencies to individual development plans
  • Workshop sustainability tools

Job Competencies for Sales Teams includes four distinct competency models:

  • Sales Representative: A representative who sells products to individual
    customers.
  • Account Representative: A representative who sells products to large accounts or institutions.
  • Specialty Representative: A representative who sells a specialty product or who works within a specialized knowledge base.
  • Service Representative: A representative who sells company services or who has a role as a service provider in lieu of selling products.

Job Competencies for Sales Teams can be Customized for Company Initiatives and Branding

All of the materials within the platform can be customized with your company’s name and logo as well as your choice of workshop theme. (RightHands Resources can also provide Train the Trainer sessions for workshop facilitators.)


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