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Job Competencies vary in respect to individual
occupations yet there remains commonality for a variety of aspects
relevant to every job. In this section we outline those commonly found.
Please note that we have included the competency
specifically relevant to sales because it has far reaching impact across
a multitude of disciplines. Additionally a section on
High Performance
Competencies is also included for individuals considering
career management roles. |
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Competitive
Advantage = Differentiation |
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Expected = Recognition of environment |
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Awareness of global market changes |
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Awareness of local changes - staff and
policy |
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Awareness of competitor activity and local
strategies |
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Evidence of...Key opinion leader and
product champions knowledge and utilisation |
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Recognition of internal strengths and
synergies |
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Investigates and responds quickly to
customer requests and needs |
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Exceptional = Active initiatives to take
advantage of opportunities |
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Tailors activity to create opportunities
and solutions based on National issues |
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Uses local market changes to become
recognised as a local partner e.g. Trust development |
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Uses competitor activity and intelligence
to convert customers to become pro-'A COMPANY' |
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Uses opinion leaders to drive initiatives |
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Achieves significant increases in
effectiveness by optimising/combining available resources |
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Acknowledged by customers as delivering a
superior service - anticipating needs in advance |
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Disciplined Work Habits |
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Expected |
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Maintains up-to-date customer database |
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Input of activity on daily basis |
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Maintain appointment system to maximise
coverage and frequency on customers base |
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Appropriate level of IT knowledge -
Email/deal with attachments/letters on word |
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Manages territory within agreed budgets |
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Takes responsible care of company property
- Car/Computer/Mobile/Credit card |
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Conforms to agreed Behaviours in Business |
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Daily review of Outlook – Timely responses
to deadlines |
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Expenses timely and accurate |
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Regional admin timely and accurate |
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Maintains adequate stock levels of
promotional materials |
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Achieve acceptable driving standard -
considerate to others |
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Drive to change =
Proactive Thinking |
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Expected |
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Readily adopts new processes, procedures
and technologies; accepts need for change |
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Prepared to try new approaches - with an
awareness of risks and consequences |
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Looks for more or better ways of operating
effectively |
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Adapts to changing circumstances remaining
focused on objectives |
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Looking to continually improve - PDSA |
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Exceptional |
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Suggests and performs new processes
(training others) |
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Skilled at initiating and implementing
change, enthuses others and gains commitment. |
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Builds in contingencies and takes
corrective action where necessary |
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Thinks around problem, sees a different
viewpoint and proposes solutions |
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Generates innovative solutions from own
and others’ ideas; viewed as a rich source of ideas |
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Effective Selling Skills |
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Expected |
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Establishes rapport with customer |
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Possess clear pre call objectives |
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Establish customer’s needs and level of
interest by probing questions and listening |
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Prove able to persuade the customer of the
product’s benefits with appropriate use of materials |
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Recognises objections and addresses |
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Closes call ; achieve objectives |
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Exceptional |
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Use personal knowledge and history of
customer to establish rapport |
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Optimise relevant information - building
on known issues from previous contacts |
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Strong empathy with customer; adjusting
presentation to increase customer involvement and interest |
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Add new product knowledge to customers;
focus on customer needs; uses appropriate images |
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Clarify and differentiate objections;
introduce perspective; use relevant third party reference |
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Close with specific customers; acknowledge
time limitations ; define actions, display commitment to achieve
sales undertaken; follow up agreed |
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Positive Approach - Caring about professional standards |
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Expected |
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Deals positively with adversity |
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Demonstrates self motivation |
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Visible , balanced contribution e.g. at
meetings |
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Focused and specific related to outcomes |
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Confident, open & honest - knows when to
ask for assistance |
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Exceptional |
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Deals positively with adversity with
alternatives |
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Willing and capable of working off
territory for regional or internal/external customers |
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Capable of Chairing meetings (if
opportunity) or leading discussions at meetings. |
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Spots opportunities - drives initiatives |
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Role model in terms of appearance,
behaviour - demonstrates best practise and loyalty |
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Specialist Knowledge |
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Expected |
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Able to recall and explain key papers used
in current materials. |
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Understand product profiles and how they
relate to areas/regions/countries |
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Instant recall of key product messages. |
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Documents local strategies relative to
areas |
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Manages territory within ABPI code |
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Exceptional |
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Able to recall key competitor benefits and
messages. |
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Demonstrate good understanding of
areas/regions/countries consequences and desired outcomes |
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Translate key product messages to benefits
relevant to customer |
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Action plan to take advantage of
strategies |
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Supply marketing liaison with quality
field intelligence |
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(Capable of) Running product training
sessions in Areas/Region/National levels |
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Teamwork |
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Expected |
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Keeps key team members informed of
activity, actions and progress |
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Activity contributes relevant information
in team meetings |
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Keep promises to colleagues and customers |
Contribute to team spirit by working
together, sharing information and creating
opportunities for self and others |
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Be aware and have knowledge of personal
responsibilities in team context |
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Aware of internal customers and potential
for partnership development |
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Exceptional |
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Show openness and honesty by sharing
success across regional/divisional boundaries |
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Respected as a team player - noticed if
absent |
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Prepared to take on additional
responsibility to achieve team goals |
Develop and use exceptional relationships
with both internal and external
customers to exceed goals |
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Territory and Account
management |
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Expected |
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Demonstrate active daily planning. |
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Input local intelligence to Business plan |
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Working across range of customers - (Whole
practice or department) |
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Awareness of sales performance by brick,
account and customer. |
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Focused investment - linked to Business
Plan objectives |
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Exceptional |
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Daily planning linked to Business Plan -
clear pre call objectives to progress business |
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Utilise intelligence to develop plan -
modify current objectives |
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Develop key opinion leaders and
influencers to create new business opportunities |
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Understand reasons behind performance and
develop action plan |
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Clear return on investment - balancing
short and long term |
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Sell Yourself Recruitment Limited
U.S. Patents Applied Computer Recruitment Concepts
Copyright © 2010 Sell Yourself Recruitment Limited
Registered No. NI069727
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