There is no single competency or skill that drives sales excellence – rather, it is a collection of behaviors and skills across the selling process that need to be honed and mastered.
Each of these skills falls into one of three categories, find, win, and grow. These three segments happen in that order.
The ‘find” segment consists of understanding the market and prospecting to source opportunities. The win segment involves all of the steps required to move an identified opportunity through the pipeline to close. Finally, the “grow” segment is the sales professional’s ongoing effort to maintain and grow existing accounts. In our brief, we break down the skills involved in each of these three sections in more detail.