5 Tips for Finding Your Core Competencies
1) Is it an essential component to your sales mission or just an ingredient in the recipe? List 10 actions, routines or tasks that are part of your sales day and considered essential components of your sales process. Now, ask yourself. How many of these are essential components to my sales mission are just ingredients in the recipe? Think about a professional golfer's essential competencies from tee-off to last putt. Is the ball and club a core competency, or is it the golf swing and putting stroke? What about a basketball player with the essential competency of passing, dribbling, and shooting? 2) Can it be measured routinely and accurately? A Core Competency is a definable entity that is related to performance and results. Ask yourself. Can I measure this with a napkin, pencil, and calculator? Can I put it on one piece of paper and be able to evaluate the status of my business? Do this first. You can always transfer it later to the million-dollar sales automation system. Can you apply a universal performance benchmark that is realistic and assures revenue goals individually and collectively? 3) You know you have achieved this when you can tell a sales recruit during the interview process the (3) simple numbers that will assure them success. Have you identified the ‘Key Performance Indicators’ in your sales process? A good KPI example in the sales process might be how many times you advance the first sales appointment to the next phase, whether that’s a demonstration, a site visit, a survey or a proposal. Another KPI is how many times you gain a new customer once the first gateway is passed. And when you do gain a new customer, what’s the average revenue you achieve? That’s certainly an important KPI. Because if your average revenue per sale is 40% less than the average peer KPI, you might want to find out why and take focused action to improve it, as you’re leaving money on the table. And what about the length of a sales cycle in days? Is that conditional or do you have a degree of control over it? If you have a team member that has an average sales cycle 30% shorter than the peer group, uncover and assimilate those best practices out to the rest of the sales team. Less time, more results. That makes ‘Sales Cycle’ a valuable KPI. Once you have your KPI averages you will be able to communicate to a sales recruit exactly how much sales activity (new appointments per week) is required on their part to successfully ramp to Quota is a pre-determined amount of time. That’s right, a ‘Pre-determined amount of time in days’. And that will shorten the time to Quota and reduce the Hard-dollar cost of Turnover from low appointment activity. But don’t assume they can do it on their own. Provide them with a training ‘System’ to help them achieve the activity routinely and effectively. 4) Can it be determined operationally that you're performing similar business activities better than your competitors? Strategy is the 'what' and tactics are the 'how.' If you are superior in operational effectiveness, you will tactically perform better than your peers and competitors. This works a lot like the outcome of a football game. The winning team almost always outperforms their opponent in fundamentals like "Blocking and Tackling." 5) Can you apply "Timely Training" and "Powerful Routines" around each core competency? We know what training is, but do we understand why training fails? Timely Training is having appropriate structures for learning and application, defining useful short-term objectives, measuring results, and working closely with qualified trainers for follow-up and support. Most importantly, there must be organizational commitment. Focus on one core competency at a time until a pre-determined benchmark result is realized. Don't move on or over until you do. Powerful Routines are linked to selling scenarios and allow you to dust off all the bases and then cover all of them to have the highest ratio of success aligned with each situation. Jeff Hardesty is President of JDH Group, Inc. and the Developer of the X2 Sales System®, a blended training system that teaches sales professionals the competency of setting C-level business appointments. Jeff has been featured in numerous National publications such as Business First, Dartnell’s SELL!NG , Chief Learning Officer and Training Magazine with reference to Blended Learning Systems and improving sales teams Key Performance Indicators. He travels the country conducting live X2 ‘Boot Camps’ and Train-the-trainer sessions helping sales organizations get more reps to Quota in less time, shorten new-hire ‘Ramp-to-Quota’ and eliminate Turnover costs due to low sales activity. Jeff can be reached at jeff@convertmoresales.com. To view a complimentary suite of sales training ROI calculators and determine your sales team’s Key Performance Indicators in line with your sales objectives visit http://convertmoresales.com/roi_calculators.php |
Other Football Tips Articles
Tips for Playing Better Online Poker At first you will have to play just for fun and with a limited bankroll. You have to know that playing for fun money won’t get you competition. In these poker rooms there is hardly any competition at all.You can see on TV different poker tournaments that are transmitted live and you might be tempted to imitate the players there. You must ...Steelers Next Up for Unbeaten Colts As Americans head home for Thanksgiving NFL rivals head to the field for a weekend filled with grudge matches. In what could possibly be the game of the year the Pittsburgh Steelers travel to Indianapolis to take on the undefeated Colts on Monday Night Football.Mondays showdown pits two of the NFLs best teams in a battle that could previ ...Hot NFL Teams Are Rolling In The hottest NFL players aren't necessarily born from game winning touchdowns or community service off the field. Sometimes, ok most of the time, the best and brightest in professional football are the players who prompt the most controversy. It all goes back to that old saying, there's no better publicity than bad publicity. Maybe it didn't go e ...Great British Sporting Events In this article I write about some of the most famous British sporting events which take place on a yearly basis. My name is Steve Hill from Birmingham and I love to watch most sports especially football, tennis, snooker, horse racing and cricket.I am currently looking forward to the Fifa World Cup and the winter cricket Ashes tour to Aus ...20 Top Tips To Writing Effective Surveys Writing surveys is easy; or is it? The truth is that writing surveys is easy but writing effective surveys is more difficult. The following are twenty tips that if followed will help you write more effective surveys. ...The Fun of Fantasy Football Fifteen to eighteen million people play fantasy football every year—and the numbers are growing rapidly.In fantasy football, you “draft” or auction an imaginary team composed of real-life football players (this can include NFL professionals or college players). They then score points based on their actual performance in real games. ...Using Ego In Closing The Sale In persuasion, we are faced with the difficult task of building the egos of our listeners while placing our own egos on hold. In order to effectively persuade, you have to let go of your ego and focus on your objective. You don't have time to mend a bruised ego. Check your ego in at the door and remember your overriding purpose. Focus on pers ...Lift Your Team's Spirits with Team Equipment Custom Bags If you're wondering how to improve team morale, there's nothing better than team shirts, jackets, hats, and of course, team equipment custom bags. These usually have the team name, player number, logo, and team colors screened onto the materials so everyone on the team can wear identical outfits or carry matching team equipment bags. Bo ...NFL Week Two Part One In part one of our NFL week two preview, we will look at four NFL games. I'll review the following games: Bills at Dolphins, Panthers at Vikings, Browns at Bengals, and Lions at Bears. Is there such a thing as a must win game this early in the season? For a couple of these teams, that's a very real reality. Let's take a look.Buffalo Bills ...General Tips To Improve Your Game Poker is a game of chance. You play the hand you are dealt and the highest wins. So how can you improve your odds in such a game where your hand depends on the cards you hold? There are several strategies used to do this.Though there are many different poker variants, that is, different types of poker games, each with a slightly differ ...Getting Too Old Or Too Tired To Play Sports? Start Collecting Instead I played football from the age of eight years old until age twenty and then continued in bodybuilding to this day at the age of 45. Even though I look younger than my age and younger guys approach me all the time to play rugby or sandlot football my knees and hips just can’t take the abuse anymore. If you are like me and you still want to stay i ...Football - The Defense As important as the offensive unit is to scoring in the game of football, the defensive unit is just as important for keeping the opposing team from crossing the goal line. In baseball they say good pitching stops good hitting. Well, in football a good defense stops a good offense. We're going to briefly review the roles of the defensive unit ...Online Poker Site Tips If you are going to play poker online there are a few online poker site tips that you should be aware of before you play. Playing poker online can be very fun and exciting and can also offer you a chance to win a bit of money. Some online poker site tips include knowing what to look for in a good site, being aware of what you want in a site, and ...Ego Proof Anytime someone challenges your abilities, especially your abilities to do your business, your immediate and instinctive reaction is to prove them wrong! When employing this tactic, be careful to avoid damaging the ego. When you cause damage instead of producing a challenge, you will create an air of indifference from your prospect.Anothe ...Exercise Induced Asthma How can exercise induce asthma?At the same time as healthy exercise can be handled by patients, exercise can often be the cause of an asthma attack.Symptoms of exercise induced asthma…Wheezing, coughing and a tightening of the chest are all symptoms of exercise induced asthma. These symptoms will usually be felt after begin ...How Playing Football Develops Useful Skills Football is the most popular sport in the world with its grand stage, the World Cup every four years. Many of the world’s players can become huge celebrities if they perform well during the World Cup. Fans will travel across the globe just to make sure that they see their favorite team play. This type of excitement can not be duplicated by an ...Throwing The Perfect Football Pass While football is considered one of America's greatest pastimes, few know the secrets of throwing the ball properly. A proper football pass is a perfect spiral delivered directly to the target. With that in mind, this article will attempt to explain some methods that actual football coaches use to teach their quarterbacks the right way to throw. ...Drew Henson Week 5 Pass By Pass Analysis Overview: More of the same from Drew. He finished the game 17-28 187 yards 2TDs and 1 INT. He continued to show his great escape ability as well as his arm strength and accuracy on any route that works the middle of the field. He continues to struggle with the long passes.I wish he was in a more wide open offense where I could see hi ...Trophies Trophies are souvenirs of victories. The most common trophies are awarded for sporting achievements. A trophy is an object of great admiration and idolization. Whether it is a school race or an Olympic medal, a trophy is much coveted.Trophies are made of different materials. Gold and silver are the costly, highly sought after metals. But ...Twelve Frustrating Ways to Lose a Football Game It's football season again, so that can only mean one thing - get ready for some frustration! Even if your favorite high school, college, or pro team is top-notch, chances are they'll suffer several frustrating losses before the season is over. Some ways of losing are just more frustrating than others. Therefore, I have compiled a list of twelve ...Heisman Trophy Top-10 (Monday, October 30) USC's shocking loss at Oregon State has shaken up the polls and most importantly, the BCS standings. While it's obvious the winner of the Michigan/Ohio State game will be one of this year's national championship game participants (assuming of course, that both remain unbeaten until November 18), the field is now wide-open as to the game's other ...Let Kissing Liven Up Your Meetings (and More Kissing Tips) Every now and then a quarrel breaks out down at the barber shop, lines are drawn, challenges leveled and, with any luck, somebody walks out with very few blood stains. All over a seemingly innocent discussion: What is the greatest sport ever?Some say "football". Some say "baseball". Canadians say "hockey". The rest of the world says " ...Fantasy Football Rotoworld Reviewed Rotoworld - When it comes to taking the ultimate to a whole new level in professional sports, rotoworld.com has now made it available for you to control your own. Take rotoworld.com combined with fftoolbox.com and you can literally become the owner, the coach, and the ultimate fantasy football fan.Never before has professional sports been ...The Great Bobby Jones If one were to mention the greatest players in golf history, no list would be complete without mentioning Bobby Jones, arguably the greatest golfer to compete on a national and international level.On record, Jones is still the only player ever to win golf's elusive Grand Slam, which is winning all four major championships in the same year ...Troy Polamalu Interception Stolen from Him by the NFL Officials We all saw it. Troy Polamalu jumps up catches Peyton Manning's throw, tumbles three times, gets up, kicks the ball out of his hand, and secures posession of the ball by jumping on it. It was so clear and obvious to us that this play was an interception, why did the NFL official get it wrong?The NFL official that reviewed the play did not ...The Benefits of Explosive Strength Training for Rugby Football Unlike other forms of football, rugby can be usefully viewed as a succession of prolonged physical engagements, either between individual players or between groups of players. Each of these engagements demands the exercise of substantial physical strength. While basic strength training should form the foundation for such engagements, there shoul ..."One For the Gipper" - The Original Story President Ronald Reagan is tagged fondly as "The Gipper" as the result of his movie portrayal of Notre Dames' legendary football player. The nickname is so firmly attached to the president that the real Gipper is nearly forgotten.The true story is clouded by the mist of time. His hometown of Laurium, in Michigan's Upper Peninsula, maintai ...NFL Season Predictions Part 6: AFC South As training camp has emerged creating a vast set of emotions of both hope for rookies and redundant routines for veterans, it is never to early to began the rampant speculations surrounding the issue of how the teams will look in the standings come season end. Through my knowledge of the sport and teams, as well as careful analysis of recent off ...Fantasy Basketball 101 Fantasy basketball gives fans a chance to experience what it is like to manage their own franchise. If you’re a typical ‘back-seat driver’ during the regular basketball season, there is no better chance to enforce your own decisions when comes to trading and drafting than to create your own fantasy basketball team.The first step you will ...
|
