Keys to Improved Sales Performance - Part 1 of 4

Posted by Dave Kurlan on Tue, Sep 02, 2014 @ 11:09 AM

social selling

This is the first in a four-part series that will run this week.

If you are like most folks, you were away for at least part of the summer, took as many long weekends as you could, and worked fewer hours on the days you actually did work.  As part of getting the work done, you deleted as many emails as you could where a reply wasn't required and visited fewer websites and blogs.

That means you misssed a lot of what we were discussing this summer.  This series will catch you up in a hurry.

Four days, four categories, with related articles.  Easy.

 

Day 1 - The Social Selling Articles

You don't have to know a thing about social selling.  Just go to Google Images and type in social selling or click this link and you'll see just what an industry it has become.  While it does provide a myriad of new ways to connect with potential buyers and customers, most who are providing the tips, steps, methods, tools and opinions are selling those very services that support the existance of a social selling industry.  Take it all with a grain of salt and review these articles first.

Getting Emotional at Dunkin Donuts, and Over Social Selling 

Top 10 Reasons Why Inbound Cannot Replace Sales (includes video)

Leads are Making Salespeople Lazier Than Old Golden Retrievers 

One Thing Missing from The New Way of Selling - Part 2 

This is the One Thing Missing from the New Way of Selling - Part 1 (includes video)

These articles were very popular, very polarizing and should cause you to think.  Read them, enjoy them, and add your opinions where appropriate.  We would love to hear what you think!

 

Topics: Dave Kurlan, Personality Tests, new sales core competencies, social selling, sales assessments, objective management group

The 21 New Sales Core Competencies for Modern Selling

Posted by Dave Kurlan on Thu, Jul 10, 2014 @ 06:07 AM

core competencies image

Image Copyright Kheng Guan Toh via Shutterstock.com

[Note - While you may still wish to read this, the 10 Competencies were updated again in 2017 and this article has the latest lists as well as a link that allows you to see the data behind those competencies.]

Can you name 10 Core Competencies of a great salesperson?  Let's see, there's prospecting, qualifying and closing, and then there's....wow, this is difficult!

For the past 20 years, every Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies.  We constantly improve, update, enhance and perfect the science of evaluating sales forces and candidates.  For all that we do though, I found it disheartening that we had not updated the Core Competencies to reflect the changes that have taken place in selling over the past 8 years.

Today, I'm relieved to report that this summer, for the first time in 20 years, OMG will integrate my revised and updated, new and improved, better than ever, much more relevant, 21 Sales Core Competencies.  

Here you go:

Core Competencies

Each competency is populated by several or more attributes.  The biggest changes, since our original set of 21 Core Competencies in 1994, are the addition of categories that compliment our dashboards as well as the inclusion of Sales Posturing and Social Selling.  

It's worth noting that social selling skills are one of the attributes of Hunting - the ability to find new opportunities - but mastery of the various social selling tools themselves is now a competency.  I'm sure this will cause outrage and debate from those who so strongly promote social selling, but when you look at an entire sales cycle, social selling takes place PRIOR to a first call or meeting, before we can consider whether or not to enter an opportunity into the funnel or pipeline.  

My next statement will cause even more outrage.  In its essence, social selling is really a component of marketing for which many more salespeople are now taking individual responsibility.  They are marketing themselves.

Intrigued?  

Click here for samples.  

Click here to check out our accurate and predictive sales candidate assessments.  

Click here for a free trial of our Sales Candidate Assessment. 

[Note: this article is from 2014 and the 21 Sales Core Competencies were updated again in March of 2017]

Topics: objective management group, Dave Kurlan, Personality Tests, sales assessments, social selling, new sales core competencies

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016 and this one for 2017. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Sales & Marketing Hall of Fame Inductee

Leaading Sales Consultants 2018

Top Sales & Marketing Awards 2017 - Article/Post - Gold
 Top Sales & Marketing Awards 2017 - Assessment Tool - Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

2018 Top 50 Sales & Marketing Blogs Widget

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader