1) Is it an essential component to your sales mission or just an ingredient in the recipe?
List 10 actions, routines or tasks that are part of your sales day and considered essential components of your sales process.
Now, ask yourself. How many of these are essential components to my sales mission are just ingredients in the recipe?
Think about a professional golfer’s essential competencies from tee-off to last putt. Is the ball and club a core competency, or is it the golf swing and putting stroke? What about a basketball player with the essential competency of passing, dribbling, and shooting?
2) Can it be measured routinely and accurately?
A Core Competency is a definable entity that is related to performance and results.
Ask yourself. Can I measure this with a napkin, pencil, and calculator? Can I put it on one piece of paper and be able to evaluate the status of my business? Do this first. You can always transfer it later to the million-dollar sales automation system.
Can you apply a universal performance benchmark that is realistic and assures revenue goals individually and collectively?
3) You know you have...
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