Stakeholder Mapping
Stakeholder Mapping is the strategic ability to identify and understand stakeholders in a sales context. It involves the determination of individuals, groups, or organizations that may directly or indirectly influence a sales outcome. Effective Stakeholder Mapping drives targeted communication and influences sales strategy, fostering powerful business relationships and maximizing sales effectiveness.
Level 1: Emerging
At a foundational level you are able to identify key stakeholders involved in a sales process and recognize their basic roles or interests. You gather initial information about who influences decisions, helping to shape your early interactions. This understanding allows you to begin building important connections that support sales opportunities.
Level 2: Proficient
At a developing level you are able to identify key stakeholders in simple sales situations, though you may overlook indirect or less obvious influences. You start to explore their roles and interests, using this information to tailor your communication. This helps you build early connections and better support your sales approach.
Level 3: Advanced
At a proficient level you are able to identify and assess all key stakeholders involved in the sales process, understanding their roles, interests, and influence. You use this knowledge to shape your approach, ensuring your communication is targeted and relevant. This enables you to build strong relationships and positively influence sales outcomes.
Solution Positioning
Solution Positioning is the expertise to effectively communicate the value and benefits of a product or service to potential clients. It encompasses understanding customer needs, aligning the selling proposition to these needs, and effectively articulating this alignment. In sales, impactful solution positioning can drive customer engagement and boost conversion rates.
Level 1: Emerging
At a foundational level you are learning to recognize customer needs and can share basic product or service features that may address them. You rely on prepared materials and follow guidance to explain value, aiming to connect what you offer to simple client concerns. Your input helps set the stage for deeper customer engagement.
Level 2: Proficient
At a developing level you are able to explain your product’s features and basic benefits to potential customers, using information they have shared with you. You are starting to link your solution to their needs, but may need support to clearly show how it adds value. This helps build initial interest and paves the way for deeper conversations.
Level 3: Advanced
At a proficient level you are able to clearly connect your product or service to each customer’s specific needs, using practical examples and relevant benefits. You tailor your message to the client’s context, showing you understand their challenges. This approach helps you build trust and strengthens their interest in your solution.
Sales Reporting
Sales Reporting is the strategic ability to create, analyze, and communicate numerical data related to sales performance. It demands comprehensive understanding of varying sales metrics and a capability to recognize performance trends. Through impactful presentation of key insights, this capability drives decision-making and fosters commercial success.
Level 1: Emerging
At a foundational level you are able to accurately record basic sales data and assist in compiling simple reports. You follow set templates and instructions to track key figures, helping the team understand sales performance. Your careful attention to detail supports confident and reliable reporting within your immediate area.
Level 2: Proficient
At a developing level you are able to produce basic sales reports by collecting and organizing key sales data with supervision. You can identify simple trends and share your findings with your team, helping them understand current sales performance. Your contribution supports routine sales decisions and builds your confidence in using sales metrics.
Level 3: Advanced
At a proficient level you are able to gather, interpret, and present sales data clearly and reliably. You identify key patterns in performance, selecting the most relevant sales metrics to inform teams and leaders. Your insights drive well-founded decisions that improve results across the sales function.
Price Negotiation
Price Negotiation is a key capability in Sales, entailing the art of determining and agreeing on a fair price for a product or service. It requires the capability to strategically communicate value, understand market price ranges, and effectively engage with customers. Substantial price negotiation ability positively impacts customer relations, profit margins, and overall transaction success.
Level 1: Emerging
At a foundational level you are able to explain your product’s price clearly and answer basic questions from customers about pricing. You understand the importance of price negotiation in supporting sales, and refer more complex pricing discussions to experienced colleagues. This helps to build customer trust and ensures deals progress smoothly.
Level 2: Proficient
At a developing level you are starting to participate in price negotiations with guidance from more experienced team members. You can explain basic value points to customers and apply set pricing frameworks, but may need support when handling objections or complex deals. Your involvement helps build confidence and ensures consistency in initial pricing conversations.
Level 3: Advanced
At a proficient level you are able to lead price negotiations with confidence, clearly presenting your value proposition and finding mutually beneficial solutions. You understand market price ranges and balance customer needs with business objectives. This approach helps secure profitable deals and strengthens long-term customer relationships.
Sales Process Compliance
Sales Process Compliance is the ability to perform sales tasks within the legitimacies of set guidelines and regulations. This capability involves awareness and understanding of sales procedures, contract requirements, and customer rights, ensuring each sale meets the standard of legal and organizational compliance. The capability can prevent costly legal disputes, enhance the company's reputation, and ultimately, foster stronger customer relationships.
Level 1: Emerging
At a foundational level you are learning to follow basic sales procedures and understand the need to work within legal and organizational guidelines. You rely on clear instructions and checklists to ensure your sales activities are compliant. By doing this, you help protect the business and build customer trust from the start.
Level 2: Proficient
At a developing level you are beginning to follow established sales processes and guidelines, seeking clarification when you are unsure. You recognize the importance of complying with legal and organizational requirements in your sales activities. This helps you avoid mistakes and builds your confidence when dealing with customers.
Level 3: Advanced
At a proficient level you are consistently following all sales processes, ensuring your sales activities align with legal standards and internal policies. You recognize the importance of meeting contract requirements and respecting customer rights in every deal. Your reliability in compliance reduces risk for the business and strengthens trust with customers.
Sales Presentations
Sales Presentations is the ability to clearly articulate and demonstrate a product or service's value proposition to potential clients. This involves the capacity to construct a persuasive narrative that addresses clients' needs, backed by data and examples. The impactful delivery of such presentations can significantly influence buyer decisions and ultimately drive sales results.
Level 1: Emerging
At a foundational level you are able to deliver simple sales presentations that introduce products or services to potential clients using prepared materials. You follow clear guidelines and rely on basic information to explain key features and benefits. Your presentations help clients understand what is on offer, supporting early engagement in the sales process.
Level 2: Proficient
At a developing level you are able to deliver basic sales presentations using prepared materials and structured guidance. You can explain product features and benefits, but may need support to tailor your message to specific client needs or respond to unexpected questions. Your growing confidence helps build initial interest, though you may not always fully engage or influence client decisions yet.
Level 3: Advanced
At a proficient level you are able to deliver confident, well-structured sales presentations that clearly explain your product’s value and address clients’ specific needs. You use relevant data and real examples to support your message, and tailor your approach to engage each audience. Your presentations regularly build trust and help advance sales opportunities.
Sales Forecasting
Sales Forecasting is the capability to predict future sales performance based on historical data and market analysis. It encompasses the ability to analyze trends, develop reliable predictive models, and adapt strategies to optimize profitability. This foresight not only drives strategic decision-making but also reduces uncertainty in business planning.
Level 1: Emerging
At a foundational level you are able to gather basic sales data and recognize simple sales patterns over time. You use standard tools or templates to help track results and support more experienced team members with sales forecasting activities. This helps the team make informed decisions based on current sales information.
Level 2: Proficient
At a developing level you are able to interpret basic historical sales data and use simple tools to make short-term sales forecasts under guidance. You’re starting to notice patterns and trends, but still rely on support for analysis and recommendations. Your early efforts help inform day-to-day sales planning and contribute to team awareness of likely sales outcomes.
Level 3: Advanced
At a proficient level you are able to analyze historical sales data and current market trends to create accurate sales forecasts that inform team decisions. You confidently use these forecasts to identify risks and opportunities, adjusting sales plans to improve outcomes. Your reliable predictions help your team plan resources and actions more effectively.
Prospecting
Prospecting is the ability to identify and secure potential customers for a company's products or services. It involves utilising knowledge of the target market, leveraging sales tools effectively, and adopting proactive outreach strategies. capabilityed prospecting can significantly expand the customer base and drive the company's sales growth.
Level 1: Emerging
At a foundational level you are beginning to recognize potential customers and learn how to approach them using basic sales tools and guidance. You follow set processes to find and qualify leads, with support from your team or manager. As you practice, you start building your confidence in starting conversations and creating interest in the company’s products or services.
Level 2: Proficient
At a developing level you are beginning to identify potential customers using basic sales tools and guidance from others. You take early steps to research your target market and attempt outreach, though you may need support to find the best approach. Your initial prospecting efforts help build your confidence and contribute to team sales activity.
Level 3: Advanced
At a proficient level you are confidently identifying and qualifying potential customers using a mix of research, sales tools, and tailored outreach methods. You regularly build strong pipelines by understanding your target market and following up persistently. This helps you generate quality leads that contribute to consistent sales growth for your team.
Proposal Development
Proposal Development is the ability to design and formulate sales proposals that reflect the needs of potential clients. It involves understanding customer requirements, presenting products or solutions cohesively and persuasively. Its direct impact leads to increased conversion rates, enhancing business growth and customer satisfaction.
Level 1: Emerging
At a foundational level you are able to support the preparation of basic sales proposals by gathering information and contributing to standard sections. You follow templates and guidance from others to help ensure proposals meet customer needs. This helps your team present clear and consistent responses that build client confidence.
Level 2: Proficient
At a developing level you are able to assist in preparing sales proposals using templates and guidance from others. You can identify basic client needs and include relevant product information, though you may need support to craft a persuasive message. Your input helps your team produce clear proposals that address customer requirements.
Level 3: Advanced
At a proficient level you are able to develop clear and compelling sales proposals that address client needs and demonstrate a thorough understanding of their requirements. You structure proposals logically, tailor content to the audience, and present solutions in a way that supports persuasive sales conversations. Your proposals consistently help drive client engagement and increase win rates.
Product Knowledge
Product Knowledge is the in-depth understanding of what products a business sells and their functionalities. In the context of sales, it involves understanding how these products can meet the needs of potential customers. Profound product knowledge can massively influence a salesperson's ability to establish rapport, build trust and close deals.
Level 1: Emerging
At a foundational level you are able to recall basic information about the company’s products, such as key features and typical uses, and can answer straightforward customer questions. You rely on reference materials or colleagues to clarify details. This means you can support simple sales conversations, helping customers understand what the business offers.
Level 2: Proficient
At a developing level you are starting to build your knowledge of the products you sell and can describe basic features to customers. You can answer straightforward questions and use your growing understanding to support simple sales conversations. This helps you contribute to customer discussions, though you may still need assistance with detailed enquiries.
Level 3: Advanced
At a proficient level you are able to clearly explain your products’ features, benefits, and common uses in detail to customers. You draw on this knowledge to match solutions to customer needs and respond confidently to most queries. This helps you build credibility and progress sales conversations effectively.
Closing Techniques
Closing Techniques' is the ability to finalise sales conversations decisively. This capability encompasses knowledge of persuasive communication and understanding buyer behavior to clinch a sale. Effective closing techniques positively impact customer relationships and elevate sales performance.
Level 1: Emerging
At a foundational level you are beginning to use basic closing techniques to guide sales conversations towards a decision. You follow standard prompts or scripts and recognize simple buying signals from customers. Your approach helps you build early confidence in closing sales and contributes to positive first impressions with clients.
Level 2: Proficient
At a developing level you are starting to apply basic closing techniques in your sales conversations with some support from others. You use a few straightforward questions or cues to help move customers towards making decisions, but still need guidance in reading buyer signals. Your efforts can help finalise smaller deals and start building your confidence in sales closing.
Level 3: Advanced
At a proficient level you are able to confidently guide customers towards a buying decision using a range of closing techniques. You recognize verbal and non-verbal signals, adjusting your approach to meet individual customer needs. This capability helps you secure sales while maintaining strong, trust-based relationships with your clients.
Post-Sale Handover
Post-Sale Handover is the process of smoothly transitioning ownership to the client after a sales transaction. This requires skills in communication, with detailed explanation of product use and maintenance. Effective handover ensures customer satisfaction, influencing repeat business and positive brand perception.
Level 1: Emerging
At a foundational level you are able to assist with basic post-sale handover tasks by following set processes and using standard resources. You communicate product information simply and check that key details are understood by the client. Your support helps create a positive first impression and smooth transition after the sale.
Level 2: Proficient
At a developing level you are able to assist in post-sale handovers by sharing key information with clients and responding to straightforward questions about product use or maintenance. You rely on established guidelines and may need some support to manage more complex client needs. Your efforts help maintain clear communication and contribute to a positive customer experience.
Level 3: Advanced
At a proficient level you are able to guide clients through the post-sale handover process clearly and confidently, ensuring they understand product features, use, and maintenance. You involve relevant teams as needed for a smooth transition and address any immediate client questions. This builds trust and helps secure ongoing satisfaction and future sales opportunities.
Pipeline Management
Pipeline Management is the sales capability that relates to the organization and tracking of potential sales opportunities. It's the strategic capability of ensuring a steady flow of deals in different stages, from initial contact to close. Effective pipeline management directly impacts sales forecasting accuracy and revenue.
Level 1: Emerging
At a foundational level you are learning to track and organize your sales opportunities using the tools provided. You can enter basic details into the system and update the status of your deals as they progress through the pipeline. This helps your team keep an accurate record of potential sales and spot early-stage opportunities.
Level 2: Proficient
At a developing level you are starting to organize and monitor your sales pipeline with simple tools and regular check-ins. You track basic opportunity stages and can identify where deals sit, but may need help prioritizing next steps or spotting gaps. This helps you build reliable habits and contribute to more predictable team outcomes.
Level 3: Advanced
At a proficient level you are able to consistently organize and track sales opportunities across all stages of the pipeline, ensuring nothing is overlooked. You use available tools to update progress, prioritize deals, and follow up promptly. This improves the accuracy of your forecasts and helps achieve reliable sales results.
Objection Handling
Objection Handling is the adept ability to counter customer objections during sales negotiations. It requires thorough product knowledge, strategic persuasion skills, and emotional intelligence to pivot negative feedback into positive outcomes. This capability directly influences sales conversions and fosters strong customer relationships.
Level 1: Emerging
At a foundational level you are able to recognize common customer objections and listen to concerns without becoming defensive. You use basic product knowledge to respond clearly and seek guidance from colleagues when needed. By staying calm and attentive, you help customers feel heard and maintain a positive impression of your organization.
Level 2: Proficient
At a developing level you are able to recognize common customer objections and offer basic responses using your understanding of the product. You may still rely on guidance or scripts to address concerns, but you show a willingness to learn from feedback. By practicing these skills, you start building trust and confidence with customers.
Level 3: Advanced
At a proficient level you are capabilityed at recognizing and addressing customer objections during sales conversations, using clear product knowledge and empathy to respond. You tailor your approach to each client's concerns, offering solutions that align with their needs. This ability helps you build trust and consistently move sales negotiations towards successful outcomes.
Needs Analysis
Needs Analysis' is a crucial sales capability involving the systematic evaluation of a client's requirements and challenges to tailor personalized solutions. It requires exceptional listening skills, astute observation, and keen probing for a comprehensive understanding. The impact of accurate needs analysis is evident in customer satisfaction, trust-building, and consequently, enhanced sales performance.
Level 1: Emerging
At a foundational level you are learning to ask simple questions to understand what customers need and actively listen to their responses. You rely on basic guidance to recognize key issues and clarify what the customer is looking for. This helps you begin to build customer trust and supports more experienced team members in delivering suitable solutions.
Level 2: Proficient
At a developing level you are beginning to ask clients basic questions to uncover their needs, but may not always explore underlying challenges or priorities. You listen to responses and try to match them to standard solutions, sometimes overlooking less obvious details. This helps you start to build trust, though your recommendations may not yet be fully tailored.
Level 3: Advanced
At a proficient level you are capabilityed at uncovering and understanding client needs through focused questioning, active listening, and thoughtful reflection. You identify key challenges and priorities, enabling you to recommend solutions that closely match each customer's unique situation. This approach builds trust and leads to more successful, long-term sales outcomes.
Lead Qualification
Lead Qualification is the key capability in assessing and categorising potential leads in a sales pipeline. It entails the ability to evaluate a prospect's readiness to buy, interests, and suitability-fit with the company's offerings. Effective Lead Qualification supports targeted sales strategies, resulting in optimal allocation of resources and increased conversion rates.
Level 1: Emerging
At a foundational level you are able to recognize potential sales leads and gather basic information to help determine their suitability. You follow clear guidelines to identify prospects who may be interested in the company’s products or services. This helps ensure your time and effort are focused on leads with genuine potential.
Level 2: Proficient
At a developing level you are learning to assess and categorise sales leads using clear criteria provided to you. You ask relevant questions to judge a prospect’s fit and potential interest, seeking guidance when unsure. This helps you focus your efforts on more promising leads and supports your team in increasing sales conversions.
Level 3: Advanced
At a proficient level you are able to consistently assess and prioritize leads by evaluating their needs, decision-making authority, and likelihood to convert. You use a structured process to gather and analyze information, ensuring you focus your efforts and resources on high-potential prospects. This enables you to achieve higher conversion rates and drive stronger sales outcomes.
Deal Structuring
Deal Structuring is the ability to design and negotiate agreements that drive sales success. It encompasses understanding customer needs and shaping offerings accordingly to maximize value. Proper deal structuring can enhance customer satisfaction, business revenue, and build enduring relationships.
Level 1: Emerging
At a foundational level you are learning to support deal structuring by gathering basic information and following established processes. You rely on guidance to understand customer needs and help shape straightforward agreements. Your contribution helps ensure deals run smoothly and offers you valuable experience in sales negotiation basics.
Level 2: Proficient
At a developing level you are starting to contribute to the structuring of straightforward sales deals under guidance. You begin to shape proposals that take client needs into account and learn how to balance value for both the customer and the business. Your input helps build your confidence and lays the groundwork for more complex negotiation skills.
Level 3: Advanced
At a proficient level you are able to structure deals that align customer needs with tailored solutions, ensuring value for both the client and your organization. You handle typical negotiations confidently, balancing terms, pricing, and risk within agreed frameworks. This approach leads to successful sales outcomes and sets the foundation for lasting client relationships.
Customer Relationship Management
Customer Relationship Management is the capacity to cultivate, maintain, and nourish client relationships. In a sales context, it includes mastering product knowledge, personalized communication, and complaint handling. This capability demonstrates a keen understanding of customer needs and fosters sustained customer loyalty, driving sales growth.
Level 1: Emerging
At a foundational level you are building basic relationships with customers by listening carefully and responding to their needs. You follow up on enquiries, share relevant product information, and handle simple concerns with support from others. This helps you earn initial trust and contribute to a positive customer experience in the sales process.
Level 2: Proficient
At a developing level you are starting to build positive relationships with customers by responding promptly and ensuring their basic needs are met. You use available product information and customer feedback to personalize your interactions and address simple issues. This approach helps you to establish trust and lay the groundwork for future customer loyalty and sales success.
Level 3: Advanced
At a proficient level you are confident in building and maintaining strong, trust-based relationships with clients across a range of sales situations. You use your thorough product knowledge and tailored communication to meet customer needs, address concerns, and resolve issues promptly. This leads to increased customer loyalty and directly supports ongoing sales success.
CRM Utilisation
CRM Utilisation is the proficient use of Customer Relationship Management systems in a sales context. This includes adding, tracking, and analyzing customer interactions, enabling effective management of client relationships. When applied correctly, it drives increased revenue through improved customer engagement and retention.
Level 1: Emerging
At a foundational level you are able to enter customer information and basic sales activities into the CRM system accurately and on time. You follow set processes to log calls, emails, and meetings, helping your team keep track of client interactions. This supports visibility and ensures the sales process runs smoothly for everyone involved.
Level 2: Proficient
At a developing level you are able to enter and update basic customer information in the CRM and track simple sales activities, following established processes. You are growing your confidence in using CRM tools to record client interactions and keep sales records up to date. This supports your ability to maintain accurate data and follow up with customers reliably.
Level 3: Advanced
At a proficient level you are confident using CRM systems to manage your sales pipeline, record client interactions, and track opportunities. You use CRM insights to prioritize leads, follow up on activities, and update customer details accurately. Your use of the system directly supports better sales outcomes and stronger client relationships.
Consultative Selling
Consultative Selling is the capability of comprehending customer needs through active listening and relevant questioning. It involves translating these insights into tailored solutions, positioning products or services to solve client's specific challenges. This approach enhances customer relationships, increasing loyalty and sales conversion.
Level 1: Emerging
At a foundational level you are beginning to use open-ended questions and active listening to understand basic customer needs. You follow established processes and seek guidance to suggest products or services that may help. By taking these first steps, you start to build customer trust and contribute to team sales goals.
Level 2: Proficient
At a developing level you are starting to use active listening and ask relevant questions to understand customer needs. You use this information to suggest solutions that address some client challenges, but may still need guidance to fully tailor your approach. This helps you build trust and make more meaningful recommendations during the sales process.
Level 3: Advanced
At a proficient level you are confidently using consultative selling techniques to uncover your customers’ true needs and goals. You ask thoughtful questions and actively listen, allowing you to recommend solutions that clearly address their specific challenges. This helps you build lasting relationships and consistently achieve strong sales results.
