Salesperson Core Competencies

 

Attitude (12%)

Honest

Positive/Optimistic

Committed

Confident

Courageous

Competitive

Coachable (Open/Non-defensive)

Self-motivated

Assertive

Flexible

Cooperative

Nurturing

Emotional Intelligence (20%)

Self-awareness

Self-management

Social awareness

Relationship management

Internal

External

Skills (20%)

Communicating

Internal

External

Listening

Understanding people

Presenting

Individual

Groups

Creating Value

Missionary selling

Service selling

Persuasion

Negotiating/Closing

Servicing

Team leadership

Knowledge (20%)

Financial/economic/business/category

Marketing/Advertising/Research

Market

Product (your medium)

Competitors

Competitive media

Pricing

Sales process

Contract terms

Opportunity (8%)

Prospecting/Getting appointments

Identifying problems (Discovery)

Preparation (12%)

Generating solutions (research)

Strategic thinking

Creativity/Problem-solving

Organization

Planning

Time management

Creating presentations

Persistence (8%)

Determined/Never giving up

Follow-up