The 21 New Core Sales Competencies for Modern Selling

Can you name 10 Core Competencies of a great salesperson?  Let’s see, there’s prospecting, qualifying and closing, and then there’s….wow, this is difficult! For the past 20 years, every Objective Management Group (OMG) sales force evaluation and sales candidate assessment has been tied to 21 Sales Core Competencies.

Why Corporate Sales Training Often Fails to Achieve Desired Results

In order to change salespeople, trainers must be able to do far more than read a script, teach the curriculums, demonstrate the strategies and tactics and perform role plays.  Sales trainers must have a number of competencies beyond sales and training.  There are underlying reasons why salespeople do what they do, why they only do what’s comfortable, but not what we need them to do, and trainers must first understand that.

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