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Competency Mapping - Account Development Skills |
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The Sales Academy Competency Mapping Template for Account Development Skills is a tool for sales managers and account managers. Its purpose is to help sales managers and their account managers by identifying areas where Coaching or Training of account development skills will improve sales performance. By comparing the required sales behaviours for account managers with those observed in the field, sales managers and account managers can identify gaps and agree a course of action to close them as quickly and easily as possible. Over time this leads to more successful sales initiatives and ultimately an increase in sales revenues from the account manager's customers. |
Product Summary |
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Competency Mapping - Account Development Skills
In order to develop themselves professionally, account managers obviously want to focus on areas of their performance that can be improved. Of course, account managers need to be adept in all of the fundamental sales skills, but in addition, account managers working with large customers need high levels of expertise in an additional range of business related skills. The difficulties encountered working with large accounts, selling complex and often high value solutions with long sales cycles makes it very difficult for account managers to be objective about particular areas of their performance and ability as they are usually concentrating too hard on what is going on in the account. To be of real value, account managers need granular measures, so that they can focus on specific areas of their sales skills. The commitment of both sales manager and account manager to use the Competency Mapping Template constructively for the account manager's benefit to improve sales performance, is of critical importance. When creativity and thought is applied to the coaching and training processes sales managers will see real benefit from using this tool to improve performance in their sales team. |
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On-Line Sales Planning Templates |
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the sales academy |
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On screen planning guides and contextual help functions offer straightforward explanations and guidance on new sales processes and methodologies, so that salespeople start to benefit immediately and rapidly develop their full potential to win more business in highly competitive sales situations. |
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Sales Processes & Tools for Sales Teams and their Sales Managers |
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Email: info@SalesAcademy.net.nz Phone: + 64 21 816 372 |