Brief: Sales Capabilities Required to Compete Today
Improving win rate
What’s Inside
Sales professionals need a broad set of capabilities to succeed in a virtual selling environment.
There is no single competency that drives sales excellence — rather, a collection of capabilities are needed across the selling process.
In Richardson Sales Performance’s brief, Sales Capabilities Required to Compete Today, we list and describe each capability needed as teams create, win, negotiate, and grow business.
Some of the areas we examine are:
- Prospect qualification
- Account planning
- Protecting prices
- Value articulation
- Resolving customer objections
Resources You Might Be Interested In
eBook: Becoming an Effective Sales Coach
An effective sales coach can accelerate learning, change behaviour, and boost the performance of both individuals and the entire sales team.
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eBook: The New Sales Leader's Success Guide
This eBook offers sales leaders guidance on what to/not to do, and those hiring sales leaders on how to become aware of potential pitfall.
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Worksheet: Differentiation Definition
This worksheet helps sales professionals define points of differentiation that will empower them to converse in a more compelling way.
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Sales training content that improves performance
Learn More: Sales training content that improves performanceGrounded in behavioural science, our Connected Selling Curriculum addresses all selling roles and all phases of the sales cycle to give your team the right learning at the right time.
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Professional services tailored to your needs
Learn More: Professional services tailored to your needsWe define and target the most critical selling behaviours your team needs for sales success in your market and offer customized sales training, coaching and consulting.
