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
White Paper: The Agile Sales Leader Playbook
Learn about the capabilities sales managers and sales leaders need to develop to be agile and competitive in today's selling environment.
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White Paper: How DE&I Principles are Becoming Part of Selling
Explore the importance of incorporating DE&I principles into your selling practices.
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Brief: The State of Selling in Six Charts
Learn how the customer’s decision-making is changing, what makes the modern sales team effective in today’s setting, how negotiations are changing, and the key focus areas for the buying team
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Learn More: Sales training content that improves performanceGrounded in behavioral 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 behaviors your team needs for sales success in your market and offer customized sales training, coaching and consulting.
