When you are able to actively listen to your potential customers, you can pick up on key information that can help you adequately solve their problem with your product. While the ability to share pertinent information in both verbal and written form is important, active listening is also a critical part of communication for salespeople. These instances include effectively sharing messages via email, having a strong presence when speaking on the phone or on video, and being able to ask clear, direct questions during the qualification process.Įssentially, you must be able to communicate with others in an engaging, empathetic, people-focused way. What does that mean? It means being comfortable communicating with your prospects, customers, and peers in a variety of scenarios. To work in sales, excellent communication skills are a must. You must know what steps an individual takes to go from lead to customer, and what your role is in supporting that process. Having foundational sales knowledge means understanding each step of the sales process used by your organization to convert customers. If you’re brand new to sales, don’t worry about not having a solid foundation just yet, but make sure it is a top priority on your development plan to support your career growth. Foundational Sales Knowledgeįirst and foremost, you must have a clear insight into how sales work. Let’s break down some of the core competencies needed for a career in sales.

While possessing these skills doesn’t guarantee success, they are critical for carrying out the daily duties of a sales professional. Core Competencies in SalesĪt a high level, there are core skills that are a must for a career in sales. Let's explore the core competencies for both sales reps and managers, according to sales leaders. Though one’s idea of success can vary from person to person, there are some core proficiencies top reps and sales organizations have in common.

A salesperson’s definition of success is often influenced by the environment they work in, the greater goals of their organization, and their own personal drives and tendencies. For others, they accept nothing less than 120% of quota before they cut themselves some slack. Well, the answer to that question largely depends on what your definition of success is.įor some reps, attaining their quota each month means they’re crushing it.

Lominger competency guide