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1) Identify Your Essential Competencies and Performance Metrics
If I asked you to list all the essential competencies that YOU are in control of – the ones that are absolutely critical for you to be successful in your sales position…could you do it?
For example…
Essential Competency or not?
” Converting conversations to appointments? (yes it is)
” What about filling out paperwork? No! (That’s a related task)
” What about closing ratio? (Sure it is.)
” Degree of success in turning a first appointment into an opportunity? (absolutely)
Get the picture?
Now, if you truly want to adopt a self-management system that will work FOR you – not against you, you first have to “access” what is an essential competency and what’s merely a related competency.
To do this, sit down and list any sales metrics and performance numbers inter-related to your competency numbers and your desired revenue results. (Hint: “Sales Cycle” and “Average Revenue” per sale are two.)
read comments (0)Ethics & Leadership in Business Development
Author: admin
In the 25 + years of working with some of the best people in Business Development within the power generation industry, we have found some unique characteristics that separate these individuals from the rest. It doesn’t seem to matter what organization they work for, or the services, the client base or the economic climate. We find that these individuals are in fact the top 3% of the professionals in their field. In addition to learning to think as CEO’s, Presidents, entrepreneurial leaders of Business Development units, we’ve discovered they have acquired the behavioral characteristics of a leader. They have learned how to set strategic and operational objectives in putting together plans, how to be visionaries and see opportunities for their organizations that other individuals may miss, and in the role of Business Development, they have mastered the 12 Core Competencies, a benchmark to measure leaders.