The document outlines core behaviors and competencies for a Revenue Strategy Team Leader role. The core behaviors include being curious, driven, adaptable, a challenger, humble, having integrity, and a growth mindset. The critical competencies include value selling, pipeline development, predictable forecasting, decision quality, executive presence, strategy and planning, collaboration, effective communication, emotional intelligence, and ensuring accountability.

1. CORE
BEHAVIORS
CURIOUS
Continuously
learning
Pragmatic
intelligence
Unwavering
desire for self-
improvement
DRIVEN
Blazing energy
Focusing on
what
can be done vs.
cannot
ADAPTABLE
Absorbs,
navigates,
adapts, and
successfully
executes
CHALLENGER
Never takes
things at face
value. Asks hard
questions
HUMBLE
Authentic and
selfless.
Knows
strengths and
weaknesses
INTEGRITY
Consistency with
principles | values
| behaviors.
Courage
to do what is right
GROWTH
MINDSET
Belief that skills
and intelligence
can be improved
with effort,
persistence and
focus on the
process. Opposite
of a fixed mindset.

2. RSM Critical Competencies
Revenue Strategy Team Leadership
Value Selling:
● Consultative selling
methodology
● Measurable technical and
business outcomes
Pipeline Development:
● Multi-quarter approach
● Develop qualified pipeline
● Over achieve quota
Predictable Forecasting:
● Success in predictably and
consistently delivering monthly
and quarterly forecast
● Leverages MEDDPICC,
negotiation mastery, and
competitive positioning
Decision Quality:
● Uses analysis, wisdom,
experience, and judgement;
● Recognizes when a quick 80%
solution will suffice
Executive Presence:
● Humble self-confidence
● Adapts to situations
● Timely decision making
Strategy and Planning:
● Understanding of market trends
● Clear and focused approach to
the territory and account plan.
Collaborates:
● Achieve shared objectives;
credits others
● Gains trust and support
Communicates Effectively:
● Attentively listens
● Encourages diverse ideas
and opinions
● Effective 1:1, in small and
large groups, or among
diverse styles and levels
Emotional Intelligence:
● Emotional Self-awareness and
self-management
● Empathy towards others / overall
organizational health.
● Ability to manage conflict, coach,
influence, be an effective team
member.
Ensures Accountability:
● Follows through on commitments
● Clear sense of ownership
● Personal responsibility for
decisions, actions, and failures
● Monitor work and measure
results