SALES KNOW HOW

Driving for results :

Definition : Setting high goals for personal and group accomplishment;

using measurement methods to monitor progress toward goal attainment;
tenaciously working to meet or exceed those goals while deriving
satisfaction from the process of goal achievement and continuous
improvement.

Targets opportunities
Systematically evaluates business opportunities and targets those
opportunities with the greatest potential for producing positive business
results.

Establishes stretch goals

Establishes stretch goals for self and others that are designed to
achieve positive business results.

Achieves goals
Works tenaciously toward and derives satisfaction from achieving
stretch goals related to positive business results.

Stays focused
Remains self-disciplined; measures progress and evaluates results;
reprioritises as appropriate; prevents irrelevant issues or distractions
from interfering with timely completion of important tasks.
Building partnerships :

Definition : Those that excel in this area build customer relationships based on
shared understanding, mutual trust and cultural sensitivity.

Create value add relationships across role and business boundaries.

Demonstrate and foster transcultural awareness and respect.

Show they really know their customers businesses, markets and industry
sectors.

Sensitively interpret and adapt companys practices to local culture.

Clearly define and establish customer needs by actively listening and

checking understanding.
Sales Ability/Persuasiveness :

Definition : Those that excel in this area use appropriate interpersonal styles
and communication methods to gain acceptance of a product, service, or idea
from prospects and clients.

Seeks information to understand situations, needs, and desire potential

benefits.

Develops approaches that best position products, services, or ideas

leverages supportive factors, overcomes or minimizes barriers, and addresses
unique needs and preferences of key decision makers.

Makes favorable impressions by interacting with prospects/clients in a

manner that builds effective relationships.

Presents products, services, or ideas in a manner that clearly shows how

they could meet needs and provide benefits ; builds confidence in the
products, services or ideas.

Uses appropriate techniques to move others to action or to gain agreement.

Negotiation :

Definition : Those that excel in this area effectively explore alternatives and
positions to reach outcomes that gain the support and acceptance of all
parties.

Clearly conveying information and ideas through a variety of media to

individuals or groups in a manner that engages the audience and helps them
understand and retain the message.

Presenting ideas effectively (including nonverbal communication and use of

visual aids) to individuals or groups when given time to prepare ; delivering
presentations suited to the characteristics and needs of the audience.

Dealing effectively with others in an antagonistic situation ; using

appropriate interpersonal styles and methods to reduce tension or conflict
between two or more people.

Using appropriate interpersonal styles and communication methods to gain

acceptance of a product, service, or idea from prospects and clients.

Initiating action that tries to achieve a recognized benefit or advantage when

potential negative consequences are understood.

Accomplishing tasks by considering all areas involved, no matter how small,

showing concern for all aspects of the job ; accurately checking processes and
tasks, being watchful over a period of time.
Customer focus

Definition : Making customers and their needs a primary focus of ones

actions, developing and sustaining productive customer relationships.

Actively seeks information to understand customers circumstances,

problems, expectations, and needs.

Shares information with customers to build their understanding of issues

and capabilities.

Builds rapport and cooperative relationships with customers.

Considers how actions or plans will affect customers, responds quickly to

meet customer needs and resolve problems, avoids overcommitments.

Implements effective ways to monitor and evaluate customer concerns,

issues and satisfaction and to anticipate customer needs.