Sales Training Competency Based For A Slow Economy
January 1, 2009
Many successful companies have begun using competency models to help them identify the essential skills, knowledge and personal characteristics needed for successful performance in a sales job and to ensure that human resource systems focus on developing them.
A sales competency model describes the particular combination of knowledge, skills, and personal characteristics needed to effectively perform a sales role in an organization, and is used as a human resource tool for selection, training and development, appraisal and succession planning.
Similar to the individual sales competency models, successful sales organizations share certain characteristics i.e. competencies that are worthy to note:
• Effective Sales Process
• Sound Management System
• Updated Automation Tools
The impact of using sales competency models is significant at both the individual and the organizational levels. In addition, sales management has proved to be more effective by using this behavioral approach of management. The benefits from implementing sales models include:
• Increased customer retention and loyalty
• Reduced sales employee turnover
• Higher revenue growth rates or higher profitability.
There is no doubt that training helps and assists companies in the Gulf in instituting competency models and many training programs address this behavioral approach, however the responsibility falls also in the hands of sales managers and supervisors to implement such models and coach their sales force accordingly. This will ultimately lead to peak performance in sales and the increase in profit that it entails. However, training the sales force has to be fun, taking into consideration the number of demotivating objections they handle per day. Top companies such as GE, Kodak and IBM are trying to incorporate more humor into the workplace including everything from a special humor bulletin board to silly hat days. Studies showed that when humor was incorporated into the workplace, companies experienced a 21 percent decrease in staff turnover and a 38 percent decrease in absenteeism.
So give it a try, use a sales competency model and train your staff accordingly while making sure that the workplace and the learning experience include humor. After all we’ve heard the saying, laughter is the best training medicine.
Meirc Dubai offers an impressive range of Dubai training, consulting, Dubai Certification, Seminars Dubai, Management Course Dubai, Dubai Business Training and research services.
Article Source:http://www.articlesbase.com/sales-articles/sales-training-competency-based-for-a-slow-economy-788598.html
Posted in On-boarding, Training Sales Teams
