Moneyball sales-abilities


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Moneyball sales-abilities

  1. 1. Sales Abilities defined in MoneyBall™ for Sales Competency Model Designed by Indiana University's Kelley School of Business and Careerbuilder LLC.
  2. 2. ​​​The MoneyBall™ Assessment captures your representatives' self-assessments of 33 key sales skills. Each of these skills can be examined individually, or grouped into one of four larger categories. Actively Managing the Sales Process: These 10 skills are related to monitoring and organizing sales efforts. Emotional and Interpersonal Skills: These 10 skills are related to managing emotions and working successfully with people. Sales Tactics: These 5 skills represent crucial short-term tactics that help sales reps close deals. Strategic and Value­Oriented Thinking: These 8 skills represent longer term strategies for creating customer value and building a strategically oriented organization. Actively managing sales processes Emotional and Interpersonal Skills Active Learning ACL Building Rapport Quickly BRQ Identifying Developmental Needs IDN Emotional Intelligence EI Identifying Measurable Results IMR Focus on Behavior FOB Management of Financial Resources MFIN Generating Trust GTR Monitoring Performance MPF Handling Stress HS Identifying Performance Gaps PGAP Making Effective Presentations MEP Setting Appropriate Goals SAG Persuasion PER Time Management TIM Managing People Resources PRES Using Sales Tools Effectively UST Setting Clear Expectations SCEX Using Technology Effectively UT Service Orientation SO Sales Tactics Strategic and Value-Oriented Thinking Articulating Value Propositions AVPR Complex Problem Solving CPS Negotiation NEG Critical Thinking CRT Quick Qualification QUAL Developing Meaningful Alternatives DMA Reaching the Decision Maker RDM Focus on Value Creation FVC Using Sales Processes USP Identifying Customer Needs ICN Judgment and Decision Making JDM Problem Definition PDEF Identifying Win-Win Alternatives WWA
  3. 3. The following is a list of Sales Abilities and Corresponding MoneyBall™ Course Topics Designed to Improve said Ability. Ability Subjects included Reaching the decision­maker: The ability to make contact with the person who ultimately decides if a purchase is made or not. Gaining access to key decision makers How a client's business models changes your sales approach Understanding company org charts to reach the right people Using technology effectively: The ability to use information and communication technologies that facilitate interactions between salespeople and actual and potential customers. Choosing the right communication channel Using cloud applications to improve your sales process Salesforce tips and tricks Using linkedin to find warm leads Fun with google: alerts, docs, drive, reader Persuasion: The ability to influence beliefs, intentions attitudes and behaviors of others using written or spoken words to convey information, reasoning, or/ and feelings. Creating a sense of urgency with customers Overcoming emotional objections or notions Writing emails that get the right response Handling stress: The ability to perform well in situations in which the demands placed on you could exceed your professional, social or emotional resources. Work/life balance for sales people Staying organized to reduce stress Expressing expectations and needs Use sales tools effectively: The ability to employ both computerized and traditional method for sales tracking, forecasting, customer collaboration, promotion and sales planning to support goal achievement. The difference between customer relationships and crm systems Sales forecasting Spreadsheet tricks that will make your job easier Build rapport quickly: The ability to make another person feel that they are on the same wavelength, or ‚Äúin synch‚Äù with you very early in the sales process. Conversation tips and tricks Building rapport via email Intercultural communication Building rapport on phone Critical thinking: The ability to use logic and reasoning to identify the strengths & weaknesses of alternative solutions, conclusions or approaches to problems. Honing your critical thinking skills Deductive and inductive reasoning for sales Evaluating and utilizing evidence in sales presentations
  4. 4. Ability Subjects included Active learning: The ability to understand the implications of new information for current and future problem-solving and decision-making. Make learning a habit Understanding how people learn and how to leverage it Knowing how you learn and how to improve it Monitoring performance: The ability to consistently monitor performance through reviews measuring progress against standards and identifying unacceptable performance. Communicating your accomplishments Implementing a strategy and getting buy-in Failure as a learning opportunity Emotional intelligence: The ability to identify, assess and control the emotions of oneself, of others, and of groups. Emotional intelligence Building alliances Responding to the emotional intelligence of others Developing meaningful alternatives: The ability to identify and communicate various approaches to a problem or situation that are potentially acceptable to all parties. Active listening Harnessing the power of a brainstorm Successful team development Customer needs diagnosis Negotiation: The ability to create a dialog between two or more parties to reach common understanding, resolve differences, or gain advantage that produces agreement on a course of action. Recognizing when to negotiate The difference between integrative and distributive bargain, when to use them, and how to use them Building trust in negotiations Influences of gender and culture on negotiation strategies Generating trust: The ability to gain the willingness of another party to voluntarily rely on your actions. Creating trust with your team and coworkers Rebuilding trust Service orientation: The ability to listen to the customer and understand customer needs for the purpose of providing a high degree of customer satisfaction. Value as seen by customers Managing customer relationships Creating and maintaining customer loyalty Complex problem solving: The ability to identify problems and review related information to develop and evaluate options and implement solutions. Teasing our correlation and causation in sales objections and pitches Dealing with fallacious reasoning Being reasonable with unreasonable people Saying more with less
  5. 5. Ability Subjects included Making effective presentations: The ability to present information in a concise, compelling and engaging manner that allows another party to have greater understanding of the subject matter. Sales presentations: styles, situations Effective virtual presentations No more death by powerpoint: creating decks that close sales Problem definition: The ability to identify the underlying causes of a situation in need of correction. Levers that drive sales and profitability Customer need assessment The difference between customer wants and needs Organizing your message Identifying measurable results: The ability to generate quantifiable outcomes and to document those outcomes against required standards. Setting smart goals Personal performance planning Aligning goals Identifying win­win alternatives: The ability to find alternatives or solutions to challenges that are beneficial to all parties. Solution selling Taking the external environment into account Encouraging transparent communication Focus on value creation: The ability to respond to customer needs for particular product benefits and features, terms and conditions and speed of solution availability such that the value of the benefits received exceed the cost to acquire. Meeting objections - products or services (sales objections- why do they occur and what do they look like) Meeting objections - price or value (overcoming sales objections) Value-based pricing Customer price sensitivity and how to exploit it Quick qualification: The ability to rapidly determine whether a potential customer has the motivation, needs, buying authority and budget to make a buying decision. Question techniques Lightning qualifying techniques Identifying possible customers Setting appropriate goals: The ability to establish individual and group goals that are specific, measurable, attainable, relevant and time-bound, and that support business objectives. Lifetime customer value Growing the business Understanding your manager's expectations Identifying customer needs: The ability to identify a potential customer‚Äôs interests, motivations and use requirements for products and services that are available for you to sell. Customer needs assessment Using client income statements to inform your approach How firms make and lose money
  6. 6. Ability Subjects included Using sales processes: The ability to effectively use established techniques and procedures that move a potential customer from an initial interaction through sales closing. Prospecting and identifying leads Qualifying leads Pre-approach - doing customer research (presenting the solution to the customer) The approach (the approach and assessing customer needs) Gaining commitment- closing the sale Follow-up Focus on behavior: The ability to provide value-neutral feedback that is focused only on changing behavior that negatively affects performance. Giving and receiving feedback When clients behave badly Articulating value propositions: The ability to communicate a promise that will materially improve the potential customer‚Äôs situation through a specific set of benefits that induces a desire to buy in order to obtain those benefits. Competitive advantage Pricing Creating value propositions Articulating and expressing value propositions Setting clear expectations: The ability to clearly communicate the actions and behaviors that will support successful performance and goal achievement. Communicating expectations Handling unmet expectations Handling unrealistic expectations Judgment and decision making: The ability to consider the relative costs and benefits of potential actions and to choose the best alternative. Cost/benefit analysis Managing risk Overcoming analysis paralysis Time management: The ability to employ practices and processes that exercise control over, and prioritize the amount of time spent on specific activities, tasks, projects or goals. Organization/when and how to prioritize tasks to build selling effectiveness Creating action plans Evaluating action plans Management of financial resources: The ability to determine how money will be spent to achieve agreed outcomes, and the accounting for those expenditures. Strategic business decisions Tactical business decisions Break even analysis Understanding markets
  7. 7. Manager Only Courses Ability Subjects included Manage people resources: The ability to lead, motivate, inspire and encourage individuals and groups, and help them achieve their goals. Encouraging your team Choosing the right sales people Building team connections Addressing performance issues Identifying development needs: The ability to identify the skills, knowledge and behaviors that are required for improving employee ability to meet performance requirements for a current or future job. Aligning goals Motivation for sales managers Identify performance gaps: The ability to accurately assess the difference between "what is happening?" And "what should be happening?" Maximizing your team‚Äôs territory performance Performance planning for your team Building team connections Unpacking performance reporting