Identifying and Tracking Sales Competencies

Kyle’s Competency Framework

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Pick 1-3 competencies to coach a rep on max. Train your team, then establish a coaching rhythm to reinforce the training and a metric to track it.
• Get your managers bought in otherwise your training will fall flat. Turn your managers into microphones instead of filters.
• Give your reps multiple ways to get to a “good day” — build a Good Day Framework that assigns points to both inputs and outcomes.
• If you have a rep who isn’t willing to work hard at the professional development plan that both you AND they agreed to… why would you keep working with that rep?

PATH TO PRESIDENT’S CLUB

• RVP, High Tech Acquisition for North America @ MongoDB
• RVP, High Tech Acquisition - Midwest, Northeast, and Canada @ MongoDB
• RVP of Sales, Corporate Midwest @ Qualtrics
• RVP of Sales, Midwest CX @ Qualtrics

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