I recently read Sales Competence, How Do We Know? By David Brock, and the premise was sound to the point that I even wrote down a couple notes. The article spoke about making lists of competencies, and talked about a sales competency model or framework. It all made perfect sense. The example the author gave was of a particular client who listed 150 competencies. (Whew! That is a LOT of competencies.) The general idea is to help aid in hiring the right salespeople, as well as in creating a development path for existing salespeople.
So then I started thinking, how could […]