Skip to main content

Article: Sales Capabilities Required to Compete Today

Improving win rate

Share on LinkedInShare on TwitterShare on Facebook

What’s Inside

There is no single competency that drives sales excellence. Sales professionals need a diverse set of capabilities to succeed as selling becomes more complex.

Broadly, those capabilities can be divided into four categories: create, win, negotiate, and grow.

In Richardson’s article, "Sales Capabilities Required to Compete Today," we list and describe the key skills within each of those four categories.

Some of those skills include:

  • Prospect qualification
  • Account planning
  • Protecting prices
  • Value articulation
  • Resolving customer objections

Share your email to access this complimentary resource.

Resources You Might Be Interested In

banner showing different sellers in bubbles to represent the different sales roles the richardson sales capability framework serves

Commercial Selling Excellence: Role-based, Agile Sales Capabilities

Learn the capabilities and behaviours needed for each role within a sales organisation to stay competitive in the market.

Brochure Download

two salesmen sitting in small rooms on independent sales learning journeys

Video: Navigating Seller-focused Adaptive Learning

Explore how Richardson’s Accelerate Sales Performance System delivers adaptive, personalised, and highly effective sales training.


Brief: Creating Personalised Learning Journeys to Change Behaviour in the Field

Learn how to create personalided learning journeys to change behaviour in the field for results that last.

Article, Brief

Solutions You Might Be Interested In