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Tag Archives: sales competencies

What Business Acumen do Sales People Need?

June 6, 2013 – 1:57 pm

When people talk about Business Acumen for sales people they tend to cover a wide range of skills, knowledge and behaviours that they would like sales people to demonstrate in front of a customer. Here are some of the areas are commonly bracketed under Business Acumen: Accounts and financial statements Calling high at the C-suite, […]


Business Acumen for Sales People

May 21, 2013 – 1:19 pm

I speak to many Heads of Sales and Sales Managers and ask the question “What is it that your sales people are missing that would make them much more effective?” It may not surprise you to find out that they never answer a CRM system! Most of them talk about knowing more about a customer’s […]


The Challenger Sale

May 10, 2013 – 6:47 pm

Those of you who follow my work will know that as well as working with my own clients I am a facilitator for CEB’s Challenger program and the various associated workshops for sales managers. Many of you will have seen lots written about The Challenger model and so I thought I would give my perspective […]


Creating competency based sales training

March 23, 2012 – 4:38 pm

I have recently been asked by a prospect if I can create sales training based on competences for specific levels of sales people.  In fact, I have done this a number of times for large global companies, but I have never documented the actual approach and methodology I followed in designing, developing and implementing this […]


Coaching – the Sales Manager’s most important tool

February 14, 2012 – 8:45 pm

“Catch a man a fish, feed him for a day.  Teach him how to fish and feed him for life”  – unknown. Of all the tools available to a sales manager to drive the performance of individuals in their team, coaching has been shown to be the most important in terms of achieving business results.  […]


Sales Objections

July 20, 2010 – 3:32 pm

I was running a Resolving Objections workshop a few weeks ago and I always start by getting the group to call out the most common objections they face and I write them on a flipchart to work with later in the day. I always jot down the objections after the workshop and I have noticed […]


Qualification Acronyms – Instant Sales Guides

June 14, 2010 – 11:36 am

Acronyms are excellent ways of remembering a set of ideas, and they are particularly good for sales qualification.  To me, sales qualification is absolutely crucial for any sales person – where are you going to spend your time most effectively, which business can you win and which business should you walk away from? The one […]


The Art of Sales

June 8, 2010 – 12:40 pm

To me, the key skill of a sales person is questioning, being able to get the customer to give you all the information you require to enable you to deliver the order-winning proposal. After all, selling is a game and the gaining of information like searching for all the pieces of the jigsaw puzzle to […]


Negotiation Checklist – Instant Sales Guides

June 2, 2010 – 5:50 pm

Part of the Instant Sales Guides series The Negotiation Checklist Understanding the Customer ☐ What is the business issue they want to solve? (What’s their ROI?) ☐ Who is involved, who are the buying influences and how do they view us? (Executive Sponsor, User, Technical, Coach, Third Parties) ☐ Who are we actually negotiating with, […]


Instant Sales Guides – The Launch!

June 2, 2010 – 5:20 pm

Many people have asked me if I could create a set of guides and checklists to help sales people prepare for meetings and other common sales situations – we all love a good checklist.  So I am going to publish a number of these free guides under the Instant Sales Guide banner.  Ideas so far […]

By John | Posted in Sales Guides | Also tagged , | Comments (0)



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