Sales Enabler

Sales Enabler identifies 19 'sales' competencies which are derived from 4 fundamental poles or dimensions:

• Selling Skills, Negotiating and Interpersonal Skills.
• Knowledge of Products/Services, Customers and Competitors.
• Motivation and Work Rate.
• Personal Qualities and Energy.

Enabler identifies each of the 19 competencies in detail and defines each one clearly. The comprehensive model of sales competency demonstrates how the qualifications of the salesperson in terms of skills and knowledge, supported by focus and commitment to achieve optimises the sales result. People skills impacting on the organisation's processes to improve performance and ultimately produce Sales Enabler also identifies the personal qualities essential to success in sales. This provides a the organisation or sales manager with a holistic model to develop salespeople against. Its flexibility means that the organisation can choose any or all of the competencies to evaluate, this means:

• sales people can be assessed against a comprehensive model of sales.
• they can be assessed against only those competencies which have been identified as being important to the organisation's success in selling.
• the organisation can develop its own competencies and tailor these to their culture.

Sales Enabler can be used as a stand alone tool or bolted on to an existing Field Sales Management or Appraisal system. Remember, its flexibility means that the organisation can select the competencies which are crucial to their success and work only with these.

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