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* Please Rate your TEAM based on level of importance and competency.

  Importance (1 low – 5 high) Competency (1 low – 5 high)
Goal Setting
Creating a weekly behavior plan
Creating a territory plan that strategically aligns the goals to activities.
Creating a proactive prospecting strategy that results in new meetings.
Discipline to follow a prospecting plan and execute their “top 3 money makings behaviors.”
Having a supportive mindset around prospecting, lack of head trash.
Can deliver your company’s “30 second commercial” or “value pitch” with ease.
Asking for referrals.
Creating equal business stature with your clients and prospects.
Gaining access to the ultimate decision makers.
Going deeper and wider in accounts.
Managing the sales process from step to step and staying out of “chase” or “follow up” mode.
Sticking to the 70/30 rule (listen 70%) during the discovery phase.
Running a client / prospect meeting effectively to avoid mutual mystification.
Getting the truth around the client pain and it’s impact on their business.
Uncovering the truth about how organizations make decisions.
Uncovering the truth around the budget / investment process.
Presenting with precision and impact.
Asking for the business.
Creating the mindset that quick “no” is better than a long “think it over.”
Forecasting the opportunity accurately.
Leveraging LinkedIn and the “social selling” concept to grow.
Expanding comfort zones.
Prioritizing activities based on importance, not comfort (Conquering creative avoidance).
Dealing with conflict / difficult client situations.
Your team understands their personal vision / personal “why.”

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