21 Core Competencies

Score

• WRITTEN GOALS:  Clear.  Specific.  Realistic/attainable.  Measurable.  Compelling.  Is committed to them.  Has internalized them.

1 2 3 4 5 6 7 8 9 10

• FOLLOWS WRITTEN GOALS:  Knows what must be done and why.  Has developed action plan.  Follows action plan.  Has determined possible obstacles.  Has a plan to deal with the obstacles.  Has check points.  Debriefs daily.   

1 2 3 4 5 6 7 8 9 10

• POSITIVE ATTITUDE:  About self.  About company.  About marketplace.  About learning.  About growing.  About value of what they have to offer.  About value of what company has to offer.

1 2 3 4 5 6 7 8 9 10

• TAKES RESPONSIBILITY:  Doesn’t externalize (doesn’t blame others, company, prospect, their past, etc.).  Knows it’s up to them.  Knows the only things they can control are their activity and behavior.  It’s OK to “fail”.  Doesn’t play psychological games like: “if it weren’t for you”, “ain’t it awful”, “yes but”, “kick me”, etc.  Does the behavior they need to do at the appropriate times.  Learns from inappropriate behavior.  Accepts challenges.  Doesn’t rationalize.

1 2 3 4 5 6 7 8 9 10

• STRONG SELF CONFIDENCE:  High self image.  Is not affected by what others think.  Understands that getting a “no” is a good thing.  Doesn’t take a “no” as failure.  Learns from each behavior they perform.  Realizes that there is a lot to learn and it’s ok not to be perfect.  Understands that “role” failure is a way to grow and doesn't effect how they should feel about themselves.

1 2 3 4 5 6 7 8 9 10

• SUPPORTIVE BELIEF:  OK to hear no.  OK to fail.  OK not to get Approval.  OK if I upset someone.  Calls at the right levels.  Knows she/he has “rights”.  Has a self-image of 10 (on a scale of 1 to 10).

1 2 3 4 5 6 7 8 9 10

• CONTROLS EMOTIONS:  Controls emotions.  Is not lost for words.  Doesn’t take things personally.  Knows what to say or do at the appropriate time.  Is a “third party” at an event.  Is prepared for whatever the prospect does.  Doesn’t panic.  Doesn’t become excitable.  Doesn’t strategize “on the fly”.  Stays in the moment.  Doesn’t over analyze. 

1 2 3 4 5 6 7 8 9 10

• DOSEN’T NEED APPROVAL:  Will ask the tough questions.  Will go for the “no”.  Will bring things to closure.  Won’t accept wishy-washy statements.  Will confront.  Gets “personal needs” met outside sales.  Deals with stalls and put-offs.

1 2 3 4 5 6 7 8 9 10

• RECOVERS FROM REJECTION:  Doesn’t affect their self-image.  OK with “no”.  Understands that they aren’t being rejected personally.  Willing to put themselves in “high risk scenarios”.  Puts last episode quickly behind them.  Probes for alternatives.  Offers options.

1 2 3 4 5 6 7 8 9 10

• COMFORTABLE TALKING ABOUT MONEY:  Able to bring it up in interview.  Brings it up timely.  Knows what prospect will invest before they present solution.  Knows and believes how important margins and profitability are for an account.

1 2 3 4 5 6 7 8 9 10

• SUPPORTIVE BUY CYCLE:  Makes quick decisions about personal purchases when they find what they want.  Establishes goals for what they want.  Doesn’t care much about price when they buy.  For a major purchase (other than a car) they usually shop at only one store.  A major purchase is usually over $1000.  Usually doesn’t do research for a major purchase.  A major purchase usually takes less than a day.

1 2 3 4 5 6 7 8 9 10

• CONSISTENT, EFFECTIVE PROSPECTING:  Knows how many calls they have to make daily.  Makes the agreed upon calls.  Debriefs calls daily.   Learns “lessons” from each call.  Is proactive at getting referrals (has a plan).

1 2 3 4 5 6 7 8 9 10

• REACHES DECISION MAKER:  Goes for the top.  Gets past gatekeeper.  Able to talk the decision maker’s language.  Is comfortable talking to tough decision-makers.  Is not intimidated by them.  Gets their attention.  Gets appointments.

1 2 3 4 5 6 7 8 9 10

• EFFECTIVE LISTENING /QUESTIONING:  Helps prospect do the talking.  Knows what questions to ask.  Asks lots of how and why questions.  Knows why they are there.  Knows the “problems” your company can solve.  Doesn’t get emotionally involved.

1 2 3 4 5 6 7 8 9 10

• EARLY BONDING/RAPPORT:  Helps prospect to relax.  Gains comfort level.  They are relaxed themselves.  Knows when they don’t have rapport.  Shares with prospects when they sense that they might be uncomfortable.  Deals with problems up-front.  Establishes good meeting agendas.  Displays sincerity, trust, believability, warmth and trust.

1 2 3 4 5 6 7 8 9 10

• UNCOVERING REAL BUDGETS:  Is able to establish what prospect has in the budget.  Helps prospect discover what they are willing to invest.  Is able to help prospect quantify their “issues”.  Helps prospect find the money if they don’t have it.  Helps prospect gain conviction that they must spend it, or closes their file.  Is creative in helping prospect overcome their concerns about investing what it will take.  Is firm when is comes to money.  Sells Vs. Negotiating.

1 2 3 4 5 6 7 8 9 10

• DISCOVERING WHY PROSPECTS BUY:  Has taken the capabilities of the company and translated this information into questions that will elicit pain.  They understand their prospects business and the related issues.  Helps prospect discover their own “compelling reasons”.  Is not afraid to ask the tough questions.  Doesn’t solve problems before their time.  Helps prospect to “own” their impact of the problem.  Quantifies the cost.  Makes sure there are compelling reasons to buy.  Gets prospect to quantify the cost.  Will attempt to “close the file” if there is not compelling reasons.  Gets to the business results and personal wins of the prospect.  Doesn’t do “unpaid consulting”.

1 2 3 4 5 6 7 8 9 10

• QUALIFIES PROPOSALS AND QUOTES:  Knows when to bail out.  Gets to all the key players.  Knows decision criteria.  Helps influence decision criteria.  Knows where he/she stands all the way.  Understands what it costs to play in the game.  Asks the “right questions” before they complete the quote.  Is willing to walk away.  Knows decision-making process.  Knows for sure all bases are covered with each buying influence.  Knows the time line for decision.  Knows the probability of sale.  Knows the probability of your company getting the deal.  Knows how they stand against the competition.  Has inside “white knights” (coaches, champions) in all their accounts.  Always knows what will happen next.  Good “next step” contracts.  Deals with potential concerns, apprehensions and potential risk prospect may have.  Has qualified for money.  Doesn’t have “happy ears”.

1 2 3 4 5 6 7 8 9 10

• GETS COMMITMENTS AND DECISIONS:  Knows how to get a “Part of the Deal”.  Has a good “Agenda” contract.  Gets yes or no decisions.  Doesn’t “roll over” when they get a “no”.  Always knows what will happen next.

1 2 3 4 5 6 7 8 9 10

• STRONG DESIRE FOR SUCCESS:  Has goals.  Is “money” motivated.  Willing to take risks.  Has the incentive to perform task that may be uncomfortable.  Is self-motivated.  Undying urge to become the best.

1 2 3 4 5 6 7 8 9 10

• COMMITMENT – DOING WHAT IT TAKES:  Is a winner.  Does what non-winners won’t do.  Is willing to risk, will put themselves in “high risk” situations.  Willing to force a “no” from the prospect.   Unconditional even if: afraid, uncomfortable, or in disagreement over goal. 

1 2 3 4 5 6 7 8 9 10

TOTAL SCORE