Page 32 - Excellence in Sales Leadership

COMPETENCIES – PERSONAL DEVELOPMENT
COMPETENCIES COMPETENCIES High-
Hig Hig Performance
Performance
h-
h-
COMPETENCIES COMPETENCIES Providing Performance
Feedback
f f ProvidAisnsgesPsemrefnotr/mEvalnuacteionFeedback
f AssesEsnmergeiznitn/gEOvtahleursation
f EnergUiznidnegrstOatnhdeinrgsIndividual & Group Behaviors
f Understanding Individual Training/Coaching
& Group Behaviors
Strategic Thinking
f Training/Coaching
Results Orientation
f Strategic Thinking
f ResulPtsersOuraiesinvetanetisosn
f f PersuKansoiwvlendgeesosf Employee Capabilities f f KnowOlebdsegrevaotifonEmSkpilllsoyee Capabilities f ObserCvuastoiomnerSKkniollwsledge
Customer Knowledge Performance
Performance
Relationship Building
f fRelatiToenamshBiupildBiungilding Sales Sales Team
Team
Team
Sales Sales Team
Team
Team
f f TeamKBnuowildleidnge of Products/Services f f Knowledge of Products/Services Data Analysis
f Data Analysis
Emotional Intelligence
f Emotional Intelligence
DEFINITION
Sales Leadership Competencies are the knowledge own development rating yourself on on on on each one to review their strengths and opportunities for development with with their owner or general manager Effective Renewal by Andersen sales leaders cultivate Strong Relationships Within
skills and behaviors critical to producing your Results and and Actions as a a a a a a a a a sales manager maximizing your strengths and working on on on those in need of improvement The 16 competencies have been identified by top sales leaders in the network We encourage every sales manager Their Retail Team
and and and the Network for success They provide a a a a a a consistent framework and and common language to discuss sales leadership performance and development Use the Sales METRIC
Leadership Competencies when planning your One good indication of building solid relationships is meeting weekly with with leaders from the inside sales center operations and marketing ONG RELATIONSHIPS
ACTIVITIES
ACTIVITIES
ACTIVITIES
ACTIVITIES
Renewal by Andersen Excellence in Sales Leadership RESULTS
RESULTS
RESULTS
RESULTS
RESULTS
Strong Relationships World-Class Homeowner Experience
High-
Performance
Running Effective ACTIONS
Sales Leadership Strong Fully Staffed Pipeline
Sales TeRamelationships Customer Customer T Pipeline
Pipeline
Customer Customer Experience
Experience
Experience
Experience
Fully Fully Staffed Staffed Fully Fully Staffed Staffed Pipeline
Pipeline
Meetings
Another is developing strong relationships with three other other sales managers who are are willing to to share issues and solve challenges together 32 TRACKING METHOD Schedule and facilitate weekly meetings with marketing the inside sales center R U T A N N G S E S E R V I C E Network Colleagues
BuBsiunseinssess CoClloeallegaugeuses
Retail Team
Members
Recruiting Strategy
Recruiting Recruiting Recruiting Recruiting Strategy
Strategy
Strategy
Strategy
I Capacity Planning and Management
M R O O F N I Skill Building
A I O N Appointment Assignment
Teammates
Teammates
Retail Retail Teammates
Teammates
Retail Retail In-Home Sales Experience
Homeowner Feedback
Goals
Goals
Goals
Goals
Homeowner Homeowner Homeowner Homeowner Satisfaction
Sentiment
Selling
Selling
Selling
Selling
Methods
Methods
Methods
Methods
Meeting Meeting Meeting Meeting Leadership Leadership Leadership Leadership Rewards and Recognition
Appointment Appointment Appointment Appointment Post
Post
Post
Post
Survey
Survey
Survey
Survey
Rewards Rewards & & Rewards Rewards & & Recognition
Recognition
Recognition
Recognition
Team
Motivation
Interviewing and Hiring
Y
G L O T Performance
Measurement
E C H N Online Reputation Management
Online Online Online Online Reviews
Reviews
Reviews
Reviews
Performance
Management
Team
Team
Team
Team
Motivation
Motivation
Motivation
Motivation
On-Boarding
Talent Retention
E R U Lead Lead Lead Lead Assignment
Assignment
Assignment
Assignment
C U T L Coaching
Coaching
Coaching
Coaching
Capacity Capacity Capacity Capacity Management
Planning Reviews
Reviews
Reviews
Reviews
TalTeanletnt RetReentteinotnion
Hiring
Hiring
Hiring
Hiring
Process
Process
Process
Process
Training Training Training Training Program
Program
Program
Program