Appendix E
Demographics and Summary of Survey Responses
Demographics
The following tables include demographics of the 2,108 respondents to the World-Class Sales Competency Model survey.
In which region of the world are you based?
| Regions | % |
| Asia/Pacific (including China, SE Asia, India, and Australia/New Zealand) | 3.4% |
| Europe (including EU and Russia) | 4.7% |
| Middle East/Africa | 2.3% |
| Central and Latin America | 1.4% |
| North America (including Canada and US) | 88.2% |
Which of the following roles best characterizes your current job (regardless of the title you currently hold)? If more than one of the following characterizes your job, please pick your primary role.
| Job title | % |
| Selling | |
| Sales executive (senior level sales management and oversight of selling organization and associated resources) | 12.5% |
| Sales manager (management of salespeople and budget, resource and personnel alignment, etc.) | 9.1% |
| Sales representative (account manager, territory manager, account executive) | 20.6% |
| Sales specialist (selling aligned with specific product or service or sales support) | 6.7% |
| Pre-sales consultant (aligned with sales as a technical consultant or solution designer) | 1.6% |
| Sales Enablement | |
| Operations manager (operations manager, compensation manager, recruitment manager, etc.) | 2.2% |
| Operations executive (director or vice president of operations, compensation, etc.) | 1.9% |
| Sales compensation planner | 0.6% |
| Sales operations infrastructure developer | 0.5% |
| Sales operations account researcher or analyst | 0.1% |
| Sales Recruiter | 0.7% |
| Sales Training and Development | |
| Sales training manager | 10.7% |
| Sales training executive (director, vice president) | 7.1% |
| Sales trainer (sales instructor, facilitator, sales consultant, sales coach) | 12.5% |
| Sales training designer and developer | 4.5% |
| Sales researcher | 3.0% |
| Sales professor or academic | 5.8% |
How many years have you been in this current role?
| Years | % |
| Less than 1 year | 7.0% |
| Between 1 and 3 years | 19.8% |
| Between 3 and 5 years | 21.1% |
| Between 6 and 10 years | 18.5% |
| Between 11 and 15 years | 10.0% |
| More than 15 years | 23.6% |
Which industry is your organization part of?
| Industry | % |
| Construction | 3.4% |
| Consulting | 6.8% |
| Education | 4.3% |
| Energy | 1.3% |
| Financial services | 10.3% |
| Government (nonmilitary, noneducational) | 0.6% |
| Healthcare | 6.3% |
| Manufacturing | 11.5% |
| Military | 0.2% |
| Nonprofit | 0.9% |
| Raw material production | 0.3% |
| Real estate | 3.8% |
| Retail | 11.3% |
| Technology | 13.3% |
| Training-and-development-related products and services | 4.2% |
| Other | 21.2% |
| Don’t know | 0.3% |
Into which of the following ranges does your age fall into?
| Age Range | % |
| 29 or less | 9.1% |
| 30–39 | 25.5% |
| 40–49 | 27.0% |
| 50–59 | 27.3% |
| 60 or above | 11.0% |
Gender
| Gender | % |
| Male | 61.9% |
| Female | 38.1% |
Are you a member of ASTD?
| ASTD | % |
| Yes | 22.4% |
| No | 77.6% |
Do you consider yourself to be part of the sales profession?
| Sales Profession | % |
| Yes | 89.4% |
| No | 10.6% |
Do you consider yourself to be part of the training and development profession?
| Training Profession | % |
| Yes | 61.2% |
| No | 38.8% |
Research Summary
The following tables contain the importance ratings provided by 2,108 respondents to the World-Class Sales Competency Model survey. In some cases, ratings were made using the following five-point scale:
- Essential (5)
- Very important (4)
- Moderately important (3)
- Slightly important (2)
- Unnecessary (1).
The percentage of responses is given in the first five columns and the average score is given in the last column. For importance ratings, any average score was considered to be meaningful when it equaled or exceeded 3.0.
Roles
Please rate the importance of the “hats” (roles) to your success at your current job by stating whether each role is essential, very important, moderately important, slightly important, or unnecessary to your current job.
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Administrator | 21.0% | 27.5% | 28.8% | 14.1% | 8.6% | 3.38 |
| Analyst | 19.1% | 38.5% | 25.7% | 10.7% | 5.9% | 3.54 |
| Consultant | 34.3% | 37.8% | 19.2% | 5.9% | 2.9% | 3.95 |
| Developer | 30.8% | 36.8% | 20.0% | 7.8% | 4.6% | 3.81 |
| Manager | 29.2% | 32.0% | 18.9% | 9.9% | 10.1% | 3.60 |
| Strategist | 35.6% | 34.6% | 20.2% | 6.7% | 3.1% | 3.93 |
Sales Areas of Expertise (AOEs)
Please rate the importance of the following areas of expertise as they pertain to your success at your current job, as you perform it.
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Creating and Closing Opportunities | 48.5% | 27.2% | 11.9% | 5.7% | 6.7% | 4.05 |
| Protecting Accounts | 47.2% | 28.2% | 14.3% | 4.1% | 6.2% | 4.06 |
| Defining and Positioning Solutions | 22.8% | 31.8% | 26.6% | 9.1% | 9.7% | 3.49 |
| Supporting Indirect Selling | 20.1% | 30.4% | 25.5% | 12.2% | 11.8% | 3.35 |
| Setting Sales Strategy | 33.4% | 34.0% | 17.8% | 7.2% | 7.6% | 3.78 |
| Managing within the Sales Ecosystem | 17.7% | 30.9% | 26.1% | 11.6% | 13.7% | 3.27 |
| Developing Sales Force Capability | 32.0% | 29.8% | 20.7% | 8.5% | 9.0% | 3.67 |
| Delivering Sales Training | 31.2% | 28.0% | 21.4% | 9.7% | 9.7% | 3.61 |
| Coaching for Sales Results | 33.1% | 30.5% | 18.6% | 8.7% | 9.2% | 3.70 |
| Building Sales Infrastructure | 26.7% | 35.5% | 21.1% | 9.0% | 7.7% | 3.65 |
| Designing Compensation | 16.1% | 25.9% | 21.6% | 14.9% | 21.5% | 3.00 |
| Maintaining Accounts | 33.7% | 31.5% | 18.5% | 7.4% | 8.8% | 3.74 |
| Recruiting Sales Talent | 21.9% | 24.5% | 19.7% | 13.9% | 20.0% | 3.15 |
Please identify the top three areas of expertise (AOEs) where you spend the most time.
| Area of Expertise | % |
| Creating and Closing Opportunities | 19.1% |
| Maintaining Accounts | 11.9% |
| Protecting Accounts | 11.7% |
| Cross-Tabulation of AOE Importance by Job Title |
| Creating and Closing Opportunities |
Protecting Accounts |
Defi ning and Positioning Solutions |
Supporting Indirect Selling |
Setting Sales Strategy |
Managing within the Sales Ecosystem |
Developing
Sales Force Capability |
Delivering Sales Training |
Coaching for Sales Results |
Building Sales Infrastructure |
Designing Compensation |
Maintaining Accounts |
Recruiting Sales Talent |
|
| Sales | |||||||||||||
| Sales Executive |
23.30% | 11.00% | 7.40% | 4.00% | 15.40% | 5.10% | 4.70% | 1.60% | 5.80% | 6.50% | 0.70% | 11.40% | 3.10% |
| Sales Manager |
17.10% | 7.90% | 6.20% | 1.80% | 15.30% | 8.50% | 9.40% | 3.20% | 10.00% | 5.30% | 1.50% | 10.00% | 3.80% |
| Sales Representative |
27.90% | 20.10% | 7.30% | 4.60% | 8.30% | 2.00% | 1.20% | 1.60% | 1.60% | 3.60% | 0.50% | 20.40% | 0.80% |
| Sales Specialist |
26.20% | 15.60% | 7.20% | 5.10% | 9.70% | 2.10% | 2.50% | 1.70% | 4.20% | 3.80% | 0.40% | 20.30% | 1.30% |
| Pre-Sales Consultant |
16.70% | 12.50% | 18.80% | 6.30% | 6.30% | 6.30% | 4.20% | 6.30% | 4.20% | 8.30% | 0.00% | 8.30% | 2.10% |
| Sales Enablement |
|||||||||||||
| Operations Manager |
18.60% | 10.00% | 7.10% | 10.00% | 7.10% | 8.60% | 4.30% | 1.40% | 11.40% | 4.30% | 0.00% | 10.00% | 7.10% |
| Operations Executive |
11.40% | 11.40% | 12.70% | 5.10% | 8.90% | 7.60% | 3.80% | 7.60% | 8.90% | 11.40% | 1.30% | 7.60% | 2.50% |
| Sales Compensation Planner |
0.00% | 11.80% | 5.90% | 0.00% | 17.60% | 5.90% | 5.90% | 0.00% | 11.80% | 5.90% | 17.60% | 17.60% | 0.00% |
| Sales Operations Infrastructure Developer |
13.30% | 6.70% | 0.00% | 6.70% | 20.00% | 6.70% | 13.30% | 0.00% | 0.00% | 13.30% | 6.70% | 6.70% | 6.70% |
| Sales Operations Account Researcher/ Analyst |
0.00% | 0.00% | 0.00% | 33.30% | 33.30% | 0.00% | 33.30% | 0.00% | 0.00% | 0.00% | 0.00% | 0.00% | 0.00% |
| Sales Recruiter | 18.50% | 7.40% | 11.10% | 7.40% | 14.80% | 3.70% | 3.70% | 0.00% | 3.70% | 11.10% | 3.70% | 3.70% | 11.10% |
| Sales Development |
|||||||||||||
| Sales Training Manager |
11.50% | 7.40% | 6.10% | 3.70% | 6.90% | 2.70% | 15.20% | 18.40% | 14.30% | 3.70% | 1.00% | 6.40% | 2.70% |
| Sales Training Executive |
12.60% | 6.70% | 8.00% | 3.40% | 13.90% | 3.40% | 11.80% | 11.80% | 11.30% | 5.00% | 0.80% | 7.10% | 4.20% |
| Sales Trainer | 14.60% | 7.30% | 5.60% | 4.40% | 6.30% | 1.50% | 10.90% | 16.50% | 17.80% | 4.40% | 0.70% | 6.80% | 3.20% |
| Sales Training Designer and Developer |
10.30% | 6.90% | 6.20% | 4.10% | 10.30% | 3.40% | 13.10% | 20.70% | 16.60% | 4.10% | 1.40% | 2.80% | 0.00% |
| Sales Researcher |
19.10% | 16.20% | 0.00% | 8.80% | 2.90% | 4.40% | 4.40% | 4.40% | 4.40% | 13.20% | 1.50% | 20.60% | 0.00% |
| Sales Professor/ Academic |
16.00% | 11.10% | 7.60% | 3.50% | 11.80% | 2.80% | 7.60% | 12.50% | 9.00% | 5.60% | 1.40% | 9.00% | 2.10% |
Key Actions
| AOE1: Creating and Closing Opportunities |
How important are each of the following key actions for effective performance in the Creating and Closing Opportunities area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Researching and targeting prospects for sales pursuit | 44.8% | 39.2% | 13.4% | 2.0% | 0.5% | 4.26 |
| Conducting interest building calls (cold calls) when applicable | 35.8% | 37.0% | 18.0% | 6.8% | 2.4% | 3.97 |
| Identifying, following up on, and managing sales leads | 57.0% | 33.3% | 8.3% | 1.2% | 0.2% | 4.46 |
| Gaining interest (through marketing materials and discussion) | 35.1% | 40.4% | 20.2% | 3.9% | 0.3% | 4.06 |
| Qualifying opportunities | 49.9% | 35.0% | 11.7% | 2.4% | 1.0% | 4.30 |
| Developing winning proposals | 46.3% | 37.7% | 12.1% | 3.1% | 0.8% | 4.26 |
| Building business justification cases | 22.9% | 37.7% | 27.3% | 8.3% | 3.7% | 3.68 |
| Orchestrating the support of specialists in negotiations | 22.6% | 34.1% | 26.7% | 10.5% | 6.1% | 3.57 |
| Maintaining the momentum of sales wins to expand selling to the customer | 41.3% | 40.6% | 14.6% | 2.5% | 1.0% | 4.19 |
| AOE 2: Protecting Accounts |
How important are each of the following key actions for effective performance in the Protecting Accounts area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Gathering account intelligence and monitoring customer business activities | 36.9% | 43.1% | 16.4% | 3.1% | 0.6% | 4.13 |
| Documenting account plans and sales forecasts | 26.1% | 33.1% | 29.2% | 9.7% | 1.9% | 3.72 |
| Building business relationships with customer executives | 63.6% | 27.2% | 6.4% | 1.9% | 0.8% | 4.51 |
| Cultivating and developing trusted advisor status | 48.1% | 34.2% | 12.8% | 3.3% | 1.7% | 4.24 |
| Protecting and expanding accounts | 60.3% | 33.9% | 4.7% | 0.8% | 0.3% | 4.53 |
| Managing the readiness of solutions for deployment and the alignment of needed resources | 28.1% | 39.4% | 22.5% | 6.9% | 3.1% | 3.83 |
| AOE 3: Defining and Positioning Solutions |
How important are each of the following key actions for effective performance in the Defining and Positioning Solutions area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Performing technical qualifications | 16.3% | 38.8% | 27.8% | 9.1% | 8.1% | 3.46 |
| Designing solutions | 38.3% | 41.1% | 15.3% | 4.8% | 0.5% | 4.12 |
| Customizing standard products or services to align with customer need | 39.2% | 37.3% | 18.2% | 3.8% | 1.4% | 4.09 |
| Conducting technical demonstrations and benchmark testing | 21.5% | 34.4% | 26.3% | 11.5% | 6.2% | 3.54 |
| Contributing to solution sizing and modification to meet all customer requirements | 25.4% | 40.2% | 24.9% | 6.7% | 2.9% | 3.78 |
| Articulating solution designs (effectively communicating the strategy to both technical and business stakeholders) | 45.9% | 33.0% | 17.7% | 2.9% | 0.5% | 4.21 |
| AOE 4: Supporting Indirect Selling |
How important are each of the following key actions for effective performance in the Supporting Indirect Selling area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Assessing and helping develop partner’s sales force | 27.3% | 31.4% | 28.9% | 4.1% | 8.3% | 3.65 |
| Driving partner sales planning and forecasting | 19.0% | 36.4% | 29.8% | 9.9% | 5.0% | 3.55 |
| Motivating partner to sell more and educating them on products or services | 39.7% | 33.1% | 16.5% | 7.4% | 3.3% | 3.98 |
| Developing positive partner business relationships | 45.5% | 32.2% | 17.4% | 2.5% | 2.5% | 4.16 |
| Helping partner achieve optimum product inventory balance and sell-through to end customers | 24.8% | 37.2% | 24.8% | 7.4% | 5.8% | 3.68 |
| Tracking investments on behalf of partner selling to determine business impact and return | 17.4% | 30.6% | 26.4% | 15.7% | 9.9% | 3.30 |
| Facilitating partner transformation (introducing effective selling strategies, identifying market opportunities, etc.) | 23.1% | 40.5% | 25.6% | 5.8% | 5.0% | 3.71 |
| Monitoring and managing partner’s fulfillment of contractual sales obligations to company | 25.6% | 27.3% | 26.4% | 14.0% | 6.6% | 3.51 |
| Troubleshooting operational obstacles to the accurate or quick crediting of partner’s sales | 26.4% | 35.5% | 25.6% | 8.3% | 4.1% | 3.72 |
| Collaborating with partners to co-sell and position solutions to customers | 30.6% | 42.1% | 19.0% | 5.0% | 3.3% | 3.92 |
| AOE 5: Setting Sales Strategy |
How important are each of the following key actions for effective performance in the Setting Sales Strategy area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Identifying and communicating innovative sales practices, procedures, models, and organizational structures | 37.1% | 42.9% | 16.1% | 2.9% | 1.0% | 4.12 |
| Developing strategic plans to guide the development of a more effective sales organization | 49.4% | 33.9% | 12.6% | 2.3% | 1.9% | 4.26 |
| Building business and partner alliances to extend the sales reach of the organization | 36.5% | 40.0% | 17.1% | 4.8% | 1.6% | 4.05 |
| Driving the acceptance and incorporation of sales innovations by the organization | 28.1% | 47.4% | 18.7% | 3.2% | 2.6% | 3.95 |
| Configuring and aligning sales territories for maximum effectiveness | 26.8% | 35.5% | 25.2% | 7.4% | 5.2% | 3.71 |
| AOE 6: Managing within the Sales Ecosystem |
How important are each of the following key actions for effective performance in the Managing within the Sales Ecosystem area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Aligning tactical activities to larger organizational strategies (setting priorities, measuring progress to plan) | 30.6% | 50.0% | 18.5% | 0.9% | 0.0% | 4.10 |
| Establishing, monitoring, and controlling costs that affect sales margins | 31.5% | 41.7% | 24.1% | 2.8% | 0.0% | 4.02 |
| Aligning resources with opportunities | 36.1% | 50.0% | 12.0% | 1.9% | 0.0% | 4.20 |
| Screening administrative demands and troubleshooting back-office operations to minimize disruptions to sales representatives | 21.3% | 51.9% | 17.6% | 8.3% | 0.9% | 3.84 |
| Ensuring accurate forecasting while monitoring performance to metrics | 33.3% | 42.6% | 23.1% | 0.9% | 0.0% | 4.08 |
| Hiring, promoting, and terminating to improve sales performance and address capability gaps | 26.9% | 41.7% | 25.9% | 2.8% | 2.8% | 3.87 |
| Aligning reward and recognition strategies to performance goals | 30.6% | 39.8% | 25.0% | 3.7% | 0.9% | 3.95 |
| AOE 7: Developing Sales Force Capability |
How important are each of the following key actions for effective performance in the Developing Sales Force Capability area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Determining competencies required to achieve sales strategy | 50.7% | 36.3% | 9.0% | 2.7% | 1.3% | 4.32 |
| Conducting sales-related needs assessments | 35.0% | 46.6% | 14.8% | 2.7% | 0.9% | 4.12 |
| Designing and developing sales development programs, curricula, or learning solutions | 47.5% | 33.2% | 13.9% | 4.0% | 1.3% | 4.22 |
| Using learning management systems | 18.8% | 36.8% | 28.3% | 11.7% | 4.5% | 3.54 |
| Tying learning strategy to organizational capacity | 38.6% | 34.1% | 19.3% | 5.4% | 2.7% | 4.00 |
| Evaluating learning program or learning solution effectiveness | 39.5% | 36.8% | 17.0% | 4.9% | 1.8% | 4.07 |
| Reporting learning results to organizational stakeholders | 28.3% | 35.4% | 25.6% | 7.2% | 3.6% | 3.78 |
| AOE 8: Delivering Sales Training |
How important are each of the following key actions for effective performance in the Delivering Sales Training area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Reviewing and enhancing learning materials to ensure their effectiveness | 53.2% | 38.0% | 6.3% | 1.7% | 0.8% | 4.41 |
| Motivating participants to stimulate their interest, maintain attention, and advance learning | 66.7% | 27.4% | 2.5% | 2.5% | 0.8% | 4.57 |
| Managing instructional delivery and an environment conducive to learning | 54.9% | 35.4% | 7.2% | 2.1% | 0.4% | 4.42 |
| Administering tests | 13.9% | 23.2% | 34.2% | 17.7% | 11.0% | 3.11 |
| AOE 9: Coaching for Sales Results |
How important are each of the following key actions for effective performance in the Coaching for Sales Results area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Observing sales behavior to identify strengths, weaknesses, and opportunities for improvement | 56.3% | 33.8% | 9.2% | 0.7% | 0.0% | 4.46 |
| Balancing corrective with positive feedback to ensure optimum guidance and performance improvement | 50.4% | 36.4% | 12.1% | 1.1% | 0.0% | 4.36 |
| Motivating individuals to enable sales performance | 52.2% | 37.5% | 8.5% | 1.5% | 0.4% | 4.40 |
| Linking expected behaviors to strategic sales-related outcomes | 47.4% | 36.8% | 11.8% | 2.9% | 1.1% | 4.26 |
| Demonstrating expected sales behaviors and mentoring individuals on how to achieve these | 53.3% | 34.6% | 9.6% | 1.1% | 1.5% | 4.37 |
| Identifying support programs or training (formally and informally) to expand and enrich new learning | 36.8% | 46.0% | 15.8% | 1.1% | 0.4% | 4.18 |
| AOE 10: Building Sales Infrastructure |
How important are each of the following key actions for effective performance in the Building Sales Infrastructure area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Monitoring current business processes and sales productivity tools for adequacy | 31.9% | 46.8% | 17.0% | 3.5% | 0.7% | 4.06 |
| Developing and driving strategic infrastructure planning | 36.9% | 40.4% | 17.7% | 5.0% | 0.0% | 4.09 |
| Managing infrastructure upkeep or revision | 30.5% | 36.9% | 24.1% | 8.5% | 0.0% | 3.89 |
| Driving or supporting infrastructure change and alignment | 30.5% | 38.3% | 24.8% | 5.0% | 1.4% | 3.91 |
| Piloting and evaluating infrastructure programs | 22.0% | 41.1% | 25.5% | 9.9% | 1.4% | 3.72 |
| AOE 11: Designing Compensation |
How important are each of the following key actions for effective performance in the Designing Compensation area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Assessing current compensation against best practices and innovative sales compensation options | 28.6% | 35.7% | 28.6% | 3.6% | 3.6% | 3.82 |
| Aligning compensation with business requirements and appropriate sales behaviors and metrics | 32.1% | 39.3% | 21.4% | 0.0% | 7.1% | 3.89 |
| Developing and enlisting support for sales compensation models and plans | 32.1% | 46.4% | 17.9% | 3.6% | 0.0% | 4.07 |
| Driving organizational acceptance of sales compensation strategies and plans | 35.7% | 35.7% | 25.0% | 0.0% | 3.6% | 4.00 |
| AOE 12: Maintaining Accounts |
How important are each of the following key actions for effective performance in the Maintaining Accounts area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Preparing standard and ad hoc reports on account status | 17.5% | 31.8% | 32.3% | 10.4% | 7.9% | 3.41 |
| Providing task substitution assistance to facilitate sales | 23.8% | 35.1% | 27.1% | 9.6% | 4.4% | 3.64 |
| Crafting standard contracts and statements of work | 20.8% | 32.9% | 26.0% | 12.9% | 7.4% | 3.47 |
| Troubleshooting customer operational issues | 43.6% | 38.9% | 11.5% | 4.4% | 1.6% | 4.18 |
| Tracking and administering contracts | 29.0% | 38.4% | 19.7% | 7.7% | 5.2% | 3.87 |
| AOE 13: Recruiting Sales Talent |
How important are each of the following key actions for effective performance in the Recruiting Sales Talent area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Aligning and modifying sales job profiles to ensure accuracy of requirements | 30.4% | 39.1% | 21.7% | 4.3% | 4.3% | 3.87 |
| Ensuring valid compensation package (as measured by industry practices and metrics) | 30.4% | 31.9% | 29.0% | 5.8% | 2.9% | 3.81 |
| Monitoring and maintaining sales candidate pipeline | 31.9% | 42.0% | 21.7% | 21.7% | 2.9% | 3.99 |
| Conducting candidate searches using a variety of methods | 23.2% | 50.7% | 18.8% | 2.9% | 4.3% | 3.86 |
| Soliciting, screening, and profiling individual candidates and determining person-job fit | 42.0% | 39.1% | 14.5% | 0.0% | 4.3% | 4.14 |
| Facilitating group interviews and testing of prospective candidates | 21.7% | 39.1% | 29.0% | 7.2% | 2.9% | 3.70 |
| Communicating offers, conducting negotiations with candidates, and filling the open position | 34.8% | 42.0% | 17.4% | 2.9% | 2.9% | 4.03 |
| Supporting on-boarding activities (orientation, introductions) | 31.9% | 46.4% | 15.9% | 2.9% | 2.9% | 4.01 |
Key Knowledge Areas
| AOE 1: Creating and Closing Opportunities |
How important are each of the following key knowledge areas for effective performance in the Creating and Closing Opportunities area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Product or service features, benefits, and value propositions | 50.7% | 34.9% | 12.0% | 1.1% | 1.4% | 4.32 |
| Sales collateral resources | 22.2% | 41.8% | 23.2% | 10.1% | 2.6% | 3.71 |
| Cold-calling sales techniques | 41.2% | 28.6% | 20.4% | 7.1% | 2.7% | 3.98 |
| Customer-related vertical market or industry information resources | 29.6% | 39.5% | 21.0% | 6.8% | 3.1% | 3.86 |
| Sales negotiation and closing methods | 61.7% | 29.8% | 7.4% | 1.2% | 0.0% | 4.52 |
| Formal and ad hoc research strategies (e.g., systematic exploration, personal networking, website scanning) | 20.2% | 36.0% | 27.6% | 8.4% | 7.7% | 3.53 |
| Lead management procedures | 29.9% | 39.6% | 21.1% | 6.9% | 2.5% | 3.87 |
| Cost-estimation and sizing techniques | 32.2% | 38.4% | 18.6% | 6.5% | 4.2% | 3.88 |
| Personal engagement and interest-generation strategies | 39.5% | 42.4% | 15.1% | 2.3% | 0.7% | 4.18 |
| Business alliance building skills (e.g., client, third party, and so forth) | 33.6% | 40.8% | 19.4% | 3.8% | 2.4% | 3.99 |
| Business analysis metrics and procedures (e.g., health ratios, balance sheet analysis) | 18.5% | 31.5% | 26.5% | 12.3% | 11.2% | 3.34 |
| Return-on-investment and total cost of ownership techniques (ROI, TCO) | 30.8% | 33.9% | 21.2% | 6.8% | 7.2% | 3.74 |
| Business workshop facilitation and management skills | 17.4% | 37.7% | 26.3% | 11.7% | 6.8% | 3.47 |
| Sales cycle management skills | 32.5% | 40.2% | 19.6% | 5.6% | 2.1% | 3.95 |
| Proposal development, component integration, and management practices | 33.1% | 43.6% | 16.1% | 4.3% | 3.0% | 4.00 |
| Formal sales negotiation and closing methods or strategies | 46.9% | 38.4% | 10.7% | 3.6% | 0.3% | 4.28 |
| Objection-handling techniques | 49.7% | 36.4% | 12.4% | 0.3% | 1.2% | 4.33 |
| Opportunity qualification skills | 39.2% | 38.9% | 16.0% | 4.8% | 1.0% | 4.11 |
| Resource knowledge (technical, pricing, legal, delivery and fulfillment) | 37.8% | 42.2% | 15.2% | 3.7% | 1.0% | 4.12 |
| AOE 2: Protecting Accounts |
How important are each of the following key knowledge areas for effective performance in the Protecting Accounts area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Customer business and operations (e.g., reporting structures, decision makers) | 31.8% | 40.3% | 19.4% | 3.8% | 4.7% | 3.91 |
| Account history (prior investments, account relationships) | 38.2% | 34.3% | 20.8% | 4.3% | 2.4% | 4.01 |
| Account farming procedures or practices (e.g., check-ins, sponsoring marketing initiatives) | 25.5% | 29.9% | 27.5% | 11.3% | 5.9% | 3.58 |
| Transition-to-farming practices | 12.7% | 23.6% | 29.7% | 16.0% | 17.9% | 2.97 |
| Business analysis methods | 22.3% | 31.4% | 27.3% | 12.3% | 6.9% | 3.50 |
| Industry research engines and resources (e.g., Dun and Brad-street, analysts reports) | 19.0% | 19.5% | 31.7% | 17.1% | 12.7% | 3.15 |
| Customer organizational communication resources (websites, annual reports, press releases, position and white papers) | 22.0% | 34.5% | 23.0% | 8.5% | 12.0% | 3.46 |
| Customer business health indictors (e.g., ratios) | 25.2% | 31.6% | 24.3% | 11.7% | 7.3% | 3.56 |
| Account planning tools, templates, and procedures | 23.3% | 36.1% | 26.5% | 11.0% | 3.2% | 3.65 |
| Account-related marketing plans | 28.4% | 36.6% | 23.2% | 6.2% | 5.7% | 3.76 |
| Supply chain knowledge (lead times, response rates, fulfillment processes) | 28.4% | 36.5% | 23.1% | 7.2% | 4.8% | 3.76 |
| Funnel management practices, tools, metrics, and policies | 18.9% | 30.6% | 28.1% | 14.8% | 7.7% | 3.38 |
| Deployment practices and back-office administrative or order-entry procedures | 25.8% | 26.8% | 30.1% | 9.6% | 7.7% | 3.54 |
| Competitive information resources | 36.3% | 38.7% | 17.6% | 4.4% | 2.9% | 4.01 |
| Contract administration and renewal processes | 22.1% | 38.7% | 22.6% | 8.8% | 7.8% | 3.59 |
| Standard contractual and service level agreement (SLA) terms, conditions, and milestone metrics | 19.0% | 32.7% | 24.9% | 9.3% | 14.1% | 3.33 |
| Resource management strategies | 20.2% | 35.2% | 27.5% | 11.9% | 5.2% | 3.53 |
| AOE 3: Defining and Positioning Solutions |
How important are each of the following key knowledge areas for effective performance in the Defining and Positioning Solutions area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Product or service or solution technology (e.g., concepts, uses) | 39.0% | 37.6% | 20.6% | 2.8% | 0.0% | 4.13 |
| Solution technical foundation | 16.9% | 39.6% | 31.2% | 9.1% | 3.2% | 3.58 |
| Solution configuration frameworks or templates | 22.1% | 32.9% | 33.6% | 7.1% | 4.3% | 3.61 |
| Requirements analysis and management techniques | 25.9% | 43.4% | 28.0% | 2.1% | 0.7% | 3.92 |
| Solution design procedures and communication conventions (written or graphical) | 21.5% | 47.7% | 22.1% | 5.4% | 3.4% | 3.79 |
| Solution design methodologies, best practices, and trends | 29.3% | 45.7% | 20.0% | 5.0% | 0.0% | 3.99 |
| Oral and written communication skills (sufficient for ensuring that technical concepts are meaningful to nontechnical audiences) | 46.0% | 42.0% | 10.7% | 0.7% | 0.7% | 4.32 |
| Customer-facing skills | 50.7% | 36.7% | 8.0% | 4.0% | 0.7% | 4.33 |
| Technical trust building and selling | 38.7% | 36.6% | 20.4% | 2.1% | 2.1% | 4.08 |
| Business context of technical solution knowledge | 33.8% | 44.1% | 18.4% | 2.9% | 0.7% | 4.07 |
| Solution-sizing criteria | 24.0% | 36.7% | 29.3% | 7.3% | 2.7% | 3.72 |
| Technical team leadership | 20.9% | 36.5% | 30.4% | 8.1% | 4.1% | 3.62 |
| Vertical industry solutions | 19.1% | 46.8% | 21.7% | 8.6% | 3.9% | 3.68 |
| Solution deployment or delivery practices (expectation setting, quality checking) | 29.6% | 43.0% | 21.5% | 5.2% | 0.7% | 3.96 |
| AOE 4: Supporting Indirect Selling |
How important are each of the following key knowledge areas for effective performance in the Supporting Indirect Selling area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Partner types and functions (distributors, resellers) | 25.0% | 36.1% | 27.8% | 8.3% | 2.8% | 3.72 |
| Company indirect sales motion, strategy, and direction | 29.7% | 40.5% | 21.6% | 4.1% | 4.1% | 3.88 |
| Marketing promotional programs and initiatives | 25.3% | 46.7% | 20.0% | 5.3% | 2.7% | 3.87 |
| Partner incentive programs | 28.2% | 32.4% | 22.5% | 9.9% | 7.0% | 3.65 |
| Partner business model and financial health | 22.2% | 30.2% | 30.2% | 7.9% | 9.5% | 3.48 |
| Partner market niche and product or service alignment model | 20.6% | 39.7% | 31.7% | 0.0% | 7.9% | 3.65 |
| Partner loyalty and commitment-building techniques | 36.1% | 27.8% | 26.4% | 5.6% | 4.2% | 3.86 |
| Partner issues escalation and resolution procedures | 21.2% | 37.9% | 25.8% | 9.1% | 6.1% | 3.59 |
| Sell-with, sell-through, sell-for techniques | 32.2% | 37.3% | 22.0% | 5.1% | 3.4% | 3.90 |
| Business planning | 30.2% | 41.3% | 19.0% | 6.3% | 3.2% | 3.89 |
| Business or influencing methods | 33.8% | 36.9% | 27.7% | 0.0% | 1.5% | 4.02 |
| Product or service information resources | 40.3% | 32.8% | 20.9% | 3.0% | 3.0% | 4.04 |
| Partner sales crediting processes and tools | 19.5% | 33.8% | 29.9% | 9.1% | 7.8% | 3.48 |
| Partner scorecard metrics | 10.4% | 26.9% | 38.8% | 11.9% | 11.9% | 3.12 |
| Sales forecasting and metrics management skills | 21.3% | 37.3% | 32.0% | 2.7% | 6.7% | 3.64 |
| Knowledge transfer and communication skills | 39.1% | 37.7% | 18.8% | 1.4% | 2.9% | 4.09 |
| Vendor requirements and certification processes | 29.2% | 30.6% | 25.0% | 9.7% | 5.6% | 3.68 |
| AOE 5: Setting Sales Strategy |
How important are each of the following key knowledge areas for effective performance in the Setting Sales Strategy area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Emerging market and sales trend knowledge | 37.2% | 40.2% | 15.9% | 4.9% | 1.8% | 4.06 |
| Company business plans, strategic direction, and goals | 44.0% | 34.5% | 19.0% | 1.8% | 0.6% | 4.20 |
| Company sales and competitive policies | 34.6% | 41.4% | 18.5% | 4.3% | 1.2% | 4.04 |
| Company market position and market performance information | 34.7% | 44.3% | 15.6% | 3.6% | 1.8% | 4.07 |
| Cultural and market segment diversity | 26.1% | 35.2% | 30.3% | 6.7% | 1.8% | 3.77 |
| Market dynamics (general and product- or service-specific trends) | 35.0% | 43.7% | 16.9% | 2.2% | 2.2% | 4.07 |
| Risk management and mitigation strategies | 23.9% | 37.5% | 29.3% | 7.1% | 2.2% | 3.74 |
| Competitive knowledge and best practices | 49.1% | 40.7% | 9.6% | 0.6% | 0.0% | 4.38 |
| Situational leadership methods | 33.5% | 38.4% | 22.0% | 3.7% | 2.4% | 3.97 |
| Sales best practice and industry sales benchmarking resources | 34.4% | 45.0% | 17.5% | 2.5% | 0.6% | 4.10 |
| Companywide organizational and value-chain information | 27.0% | 40.3% | 23.3% | 5.7% | 3.8% | 3.81 |
| Systemic change, diffusion, and management methods | 21.5% | 37.3% | 28.5% | 8.9% | 3.8% | 3.64 |
| Program management and measurement methods | 28.4% | 32.5% | 29.0% | 8.3% | 1.8% | 3.78 |
| Sales metrics and measurement methods | 36.3% | 34.5% | 21.4% | 6.5% | 1.2% | 3.98 |
| Sales system or tool or process automation information | 28.7% | 46.1% | 18.6% | 5.4% | 1.2% | 3.96 |
| Workforce planning concepts | 20.9% | 39.9% | 31.3% | 5.5% | 2.5% | 3.71 |
| Regulatory environment resources (global) | 13.6% | 38.5% | 33.7% | 5.3% | 8.9% | 3.43 |
| Executive relationship-building strategies | 42.2% | 37.0% | 15.6% | 2.9% | 2.3% | 4.14 |
| AOE 6: Managing within the Sales Ecosystem |
How important are each of the following key knowledge areas for effective performance in the Managing within the Sales Ecosystem area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Company business or sales targets and metrics | 31.5% | 55.6% | 13.0% | 0.0% | 0.0% | 4.19 |
| Performance measurement and management processes and tools | 40.5% | 38.1% | 21.4% | 0.0% | 0.0% | 4.19 |
| Human resources policies and procedures | 31.3% | 31.3% | 29.2% | 8.3% | 0.0% | 3.85 |
| Financial concepts and spreadsheet tools | 18.2% | 59.1% | 20.5% | 2.3% | 0.0% | 3.93 |
| Forecasting and aggregation methods or tools | 23.8% | 47.6% | 28.6% | 0.0% | 0.0% | 3.95 |
| Funnel management and aggregation methods or tools | 14.6% | 54.2% | 27.1% | 4.2% | 0.0% | 3.79 |
| Supply chain or order fulfillment processes and procedures | 22.8% | 29.8% | 43.9% | 1.8% | 1.8% | 3.70 |
| Competitive sales management tactics | 28.6% | 57.1% | 11.9% | 2.4% | 0.0% | 4.12 |
| Workforce planning methods | 25.0% | 41.7% | 29.2% | 0.0% | 4.2% | 3.83 |
| Capability gap analysis methods | 13.2% | 47.4% | 31.6% | 5.3% | 2.6% | 3.63 |
| Career counseling methods | 15.3% | 44.1% | 25.4% | 10.2% | 5.1% | 3.54 |
| Behavioral interview methods | 17.8% | 46.7% | 26.7% | 6.7% | 2.2% | 3.71 |
| Business organizational culture | 34.5% | 37.9% | 24.1% | 0.0% | 3.4% | 4.00 |
| Organization and operations | 32.1% | 50.0% | 17.9% | 0.0% | 0.0% | 4.14 |
| High-performance or team-building methods | 34.0% | 49.1% | 15.1% | 0.0% | 1.9% | 4.13 |
| Risk assessment and management methods | 24.5% | 37.7% | 32.1% | 5.7% | 0.0% | 3.81 |
| Business development methods | 21.2% | 59.6% | 15.4% | 3.8% | 0.0% | 3.98 |
| Contract administration and vendor management methods | 22.4% | 42.9% | 22.4% | 8.2% | 4.1% | 3.71 |
| Legal or regulatory requirements | 23.4% | 27.7% | 34.0% | 12.8% | 2.1% | 3.57 |
| Profit and loss (P&L) management methods | 23.1% | 53.8% | 20.5% | 2.6% | 0.0% | 3.97 |
| Cost-center management methods | 16.3% | 58.1% | 18.6% | 4.7% | 2.3% | 3.81 |
| Business standards of conduct and ethical guidelines | 39.5% | 32.6% | 14.0% | 11.6% | 2.3% | 3.95 |
| AOE 7: Developing Sales Force Capability |
How important are each of the following key knowledge areas for effective performance in the Developing Sales Force Capability area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Rapid instructional design methods | 19.4% | 33.8% | 31.9% | 8.1% | 6.9% | 3.51 |
| Sales operations and fulfillment processes | 26.3% | 39.4% | 25.6% | 6.9% | 1.9% | 3.81 |
| Audience learning style and preferences (individual, cultural) | 29.0% | 38.1% | 27.7% | 3.9% | 1.3% | 3.90 |
| Test development (item construction and validation) | 17.9% | 31.4% | 34.6% | 11.5% | 4.5% | 3.47 |
| Learning delivery systems and media | 19.0% | 35.6% | 35.6% | 5.5% | 4.3% | 3.60 |
| Learning program evaluation methods (formative, summative, transfer, business impact, ROI) | 23.3% | 45.4% | 28.2% | 1.8% | 1.2% | 3.88 |
| Human performance improvement concepts | 31.1% | 41.7% | 23.8% | 2.0% | 1.3% | 3.99 |
| Performance analysis methods | 25.0% | 43.1% | 24.4% | 4.4% | 3.1% | 3.83 |
| Business direction and goals | 50.7% | 35.0% | 11.4% | 1.4% | 1.4% | 4.32 |
| Sales cycle components and stage-specific milestones | 29.0% | 42.0% | 20.4% | 6.2% | 2.5% | 3.89 |
| Learning delivery systems and media | 15.9% | 39.0% | 32.9% | 7.3% | 4.9% | 3.54 |
| Blended learning techniques | 29.0% | 36.8% | 27.1% | 5.2% | 1.9% | 3.86 |
| Experiential learning methods (work-based learning and on-the-job development techniques—mentoring, job rotation, sabbatical) | 42.6% | 35.8% | 15.5% | 4.1% | 2.0% | 4.13 |
| Learning management systems | 15.3% | 35.0% | 32.5% | 10.4% | 6.7% | 3.42 |
| AOE 8: Delivering Sales Training |
How important are each of the following key knowledge areas for effective performance in the Delivering Sales Training area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Platform training methods or strategies | 36.9% | 40.8% | 18.4% | 2.8% | 1.1% | 4.09 |
| Sales cycle and challenges | 37.3% | 46.2% | 14.2% | 1.8% | 0.6% | 4.18 |
| Rapport-building techniques | 46.1% | 38.9% | 10.2% | 4.2% | 0.6% | 4.26 |
| Sales operations and fulfillment processes | 26.3% | 37.4% | 23.4% | 9.9% | 2.9% | 3.74 |
| Audience learning style and preferences | 45.8% | 34.1% | 16.2% | 2.8% | 1.1% | 4.21 |
| Test monitoring or proctoring methods | 17.4% | 21.1% | 29.8% | 11.8% | 9.9% | 3.34 |
| Certification processes and requirements | 17.9% | 31.8% | 29.1% | 15.9% | 5.3% | 3.41 |
| Learning delivery systems and media utilization strategies | 26.7% | 39.4% | 23.0% | 5.5% | 5.5% | 3.76 |
| Instructor-led delivery techniques | 45.7% | 37.2% | 11.6% | 3.7% | 1.8% | 4.21 |
| Learning management systems | 14.1% | 35.9% | 32.9% | 11.8% | 5.3% | 3.42 |
| Online (virtual) delivery techniques | 20.2% | 38.2% | 26.6% | 8.7% | 6.4% | 3.57 |
| Classroom management techniques | 42.9% | 36.8% | 16.0% | 3.1% | 1.2% | 4.17 |
| Small group discussion techniques | 34.8% | 45.7% | 17.1% | 2.4% | 0.0% | 4.13 |
| Questioning techniques | 55.5% | 34.1% | 8.5% | 1.2% | 0.6% | 4.43 |
| AOE 9: Coaching for Sales Results |
How important are each of the following key knowledge areas for effective performance in the Coaching for Sales Results area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Motivation methods | 49.8% | 40.1% | 6.4% | 3.0% | 0.7% | 4.35 |
| Performance observation techniques | 46.8% | 38.6% | 12.0% | 1.9% | 0.7% | 4.29 |
| Listening and feedback methods | 63.7% | 28.1% | 6.4% | 1.9% | 0.0% | 4.54 |
| Coaching methodology and techniques | 56.2% | 37.5% | 5.2% | 1.1% | 0.0% | 4.49 |
| Organization and business strategy | 35.2% | 45.3% | 16.5% | 3.0% | 0.0% | 4.13 |
| Performance review instruments and administration methods | 28.5% | 44.2% | 21.3% | 4.1% | 1.9% | 3.93 |
| Counseling methods | 39.7% | 44.2% | 12.7% | 3.0% | 0.4% | 4.20 |
| Business standards of conduct and ethical guidelines | 43.1% | 38.6% | 13.1% | 3.7% | 1.5% | 4.18 |
| AOE 10: Building Sales Infrastructure |
How important are each of the following key knowledge areas for effective performance in the Building Sales Infrastructure area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Sales operations-related tools and technologies | 32.3% | 35.4% | 27.6% | 3.1% | 1.6% | 3.94 |
| Requirements definition techniques | 19.8% | 38.1% | 29.4% | 8.7% | 4.0% | 3.61 |
| Technical prototyping testing strategies | 15.2% | 39.2% | 24.8% | 16.0% | 4.8% | 3.44 |
| Strategic planning methods | 26.2% | 47.5% | 19.7% | 5.7% | 0.8% | 3.93 |
| Data analysis methods | 19.5% | 37.3% | 34.7% | 6.8% | 1.7% | 3.66 |
| Process analysis and planning methods | 24.2% | 38.3% | 26.7% | 10.8% | 0.0% | 3.76 |
| Sales stakeholder requirements (e.g., business planners, sales management, sales force, partners) | 26.4% | 35.5% | 32.2% | 5.0% | 0.8% | 3.82 |
| Sales operations functions and processes | 34.1% | 43.7% | 18.3% | 4.0% | 0.0% | 4.08 |
| Sales operations best practices (order entry and fulfillment, value chain maintenance) | 33.9% | 39.5% | 17.7% | 7.3% | 1.6% | 3.97 |
| ROI calculation methods | 20.0% | 35.0% | 35.8% | 7.5% | 1.7% | 3.64 |
| Change management methodologies | 20.7% | 38.0% | 28.1% | 9.1% | 4.1% | 3.62 |
| AOE 11: Designing Compensation |
How important are each of the following key knowledge areas for effective performance in the Designing Compensation area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Research methods | 4.0% | 48.0% | 24.0% | 16.0% | 8.0% | 3.24 |
| Industry benchmarking sources | 10.0% | 45.0% | 30.0% | 5.0% | 10.0% | 3.40 |
| Payout processes, key milestones, ratios, and formulas | 20.0% | 36.0% | 36.0% | 4.0% | 4.0% | 3.64 |
| Sales force motivators | 38.5% | 34.6% | 15.4% | 7.7% | 3.8% | 3.96 |
| Financial compensation vehicles and metrics | 16.7% | 37.5% | 37.5% | 8.3% | 0.0% | 3.63 |
| Financial modeling methods | 27.3% | 22.7% | 45.5% | 4.5% | 0.0% | 3.73 |
| Business analysis methods | 18.2% | 45.5% | 22.7% | 9.1% | 4.5% | 3.64 |
| Program planning and management skills | 8.0% | 60.0% | 28.0% | 0.0% | 4.0% | 3.68 |
| Change management requirements | 0.0% | 47.8% | 43.5% | 4.3% | 4.3% | 3.35 |
| Sales culture | 9.5% | 61.9% | 23.8% | 4.8% | 0.0% | 3.76 |
| Local, regional, and/or country-level regulatory requirements | 4.8% | 47.6% | 14.3% | 23.8% | 9.5% | 3.14 |
| Business performance resources | 0.0% | 57.7% | 30.8% | 7.7% | 3.8% | 3.42 |
| AOE 12: Maintaining Accounts |
How important are each of the following key knowledge areas for effective performance in the Maintaining Accounts area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Sales system or tools | 38.7% | 38.3% | 19.7% | 1.8% | 1.5% | 4.11 |
| Sales-related databases (e.g., what they contain, how to access) | 37.2% | 35.7% | 21.6% | 3.0% | 2.6% | 4.02 |
| Sales process | 53.2% | 33.6% | 11.1% | 1.4% | 0.7% | 4.37 |
| Sales culture | 28.7% | 43.3% | 20.7% | 5.7% | 1.5% | 3.92 |
| Pricing or costing formulas | 42.4% | 33.6% | 19.9% | 2.6% | 1.5% | 4.13 |
| Account management processes | 39.3% | 40.0% | 16.5% | 2.8% | 1.4% | 4.13 |
| Order entry and fulfillment processes | 35.7% | 34.3% | 19.9% | 6.6% | 3.5% | 3.92 |
| Funnel management administration | 19.0% | 30.8% | 31.5% | 9.7% | 9.0% | 3.41 |
| Contractual terms and conditions (standard) | 30.4% | 39.2% | 20.1% | 5.5% | 4.8% | 3.85 |
| Report templates | 16.4% | 30.2% | 29.1% | 14.2% | 10.1% | 3.29 |
| Supply chain (e.g., components, strategy, processes, key contacts) | 30.4% | 34.3% | 23.3% | 7.1% | 4.9% | 3.78 |
| Customer satisfaction requirements | 65.8% | 28.4% | 5.0% | 0.7% | 0.0% | 4.59 |
| Process improvement methods | 25.6% | 43.2% | 23.1% | 4.8% | 3.3% | 3.83 |
| AOE 13: Recruiting Sales Talent |
How important are each of the following key knowledge areas for effective performance in the Recruiting Sales Talent area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Psychometric tests (uses and output) | 10.9% | 23.9% | 43.5% | 13.0% | 8.7% | 3.15 |
| Industry recruitment practices | 12.5% | 47.5% | 25.0% | 7.5% | 7.5% | 3.50 |
| Industry networking methods | 24.0% | 40.0% | 28.0% | 4.0% | 4.0% | 3.76 |
| Sales organization or company compensation structure and practices | 31.7% | 46.3% | 22.0% | 0.0% | 0.0% | 4.10 |
| Sales or organization culture and personality variables | 28.6% | 45.2% | 21.4% | 2.4% | 2.4% | 3.95 |
| Sales interviewing methods | 33.3% | 55.6% | 8.3% | 0.0% | 2.8% | 4.17 |
| Job or position analysis methods | 13.5% | 54.1% | 21.6% | 8.1% | 2.7% | 3.68 |
| Human resources recruitment policies, compliance requirements, and procedures | 20.8% | 45.8% | 25.0% | 2.1% | 6.3% | 3.73 |
| Human resources operational policies (including diversity and harassment policies) | 20.0% | 44.4% | 28.9% | 4.4% | 2.2% | 3.76 |
| Products or services or solutions (target markets and customers) | 32.5% | 42.5% | 20.0% | 0.0% | 5.0% | 3.98 |
| Industry vertical selling requirements | 15.9% | 45.5% | 34.1% | 4.5% | 0.0% | 3.73 |
| Candidate pipeline management tools | 12.5% | 50.0% | 25.0% | 8.3% | 4.2% | 3.58 |
| Local, regional, country-level labor laws | 18.6% | 34.9% | 32.6% | 9.3% | 4.7% | 3.53 |
| Interviewing methods and strategies (behavioral based, probing techniques) | 31.7% | 53.7% | 12.2% | 0.0% | 2.4% | 4.12 |
| Company mission, vision, and goals | 37.2% | 39.5% | 23.3% | 0.0% | 0.0% | 4.14 |
| Negotiation methods | 27.8% | 41.7% | 25.0% | 0.0% | 5.6% | 3.86 |
Key Skills
| AOE 1: Creating and Closing Opportunities |
How important are each of the following abilities for effective performance in the Creating and Closing Opportunities area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Create compelling sales presentations | 45.0% | 38.9% | 14.0% | 1.5% | 0.6% | 4.26 |
| Interpret and synthesize information from multiple sources (e.g., databases, online resources, colleagues) | 25.7% | 39.4% | 25.7% | 7.0% | 2.2% | 3.80 |
| Compellingly communicate product or service benefits and features | 49.9% | 34.8% | 12.5% | 1.9% | 0.8% | 4.31 |
| Determine buyer readiness from verbal and nonverbal cues | 50.4% | 36.8% | 11.6% | 0.9% | 0.2% | 4.36 |
| Manage multiple or interrelated sales calls | 34.8% | 43.0% | 16.5% | 2.2% | 3.5% | 4.03 |
| Implement environmental scanning to ensure well-targeted sales messages | 21.4% | 38.6% | 24.1% | 7.8% | 8.2% | 3.57 |
| Manage leads and ensure follow-up or follow-through | 53.2% | 34.8% | 10.4% | 1.5% | 0.0% | 4.40 |
| Accurately estimate costs and size solutions | 38.7% | 36.6% | 18.1% | 4.8% | 1.7% | 4.06 |
| Calculate business metrics and translate product or service features meaningfully into value propositions | 27.8% | 37.6% | 24.3% | 6.5% | 3.8% | 3.79 |
| Leverage vertical market and industry knowledge in product or service positioning | 26.8% | 43.1% | 21.9% | 4.5% | 3.7% | 3.85 |
| Align sales activities with their respective point in the sales process | 34.9% | 40.6% | 20.0% | 2.8% | 1.7% | 4.04 |
| Lead business analysis discussions | 23.1% | 35.0% | 29.1% | 7.7% | 5.1% | 3.63 |
| AOE 2: Protecting Accounts |
How important are each of the following abilities for effective performance in the Protecting Accounts area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Manage total customer satisfaction to optimize relationships | 56.6% | 32.9% | 8.0% | 1.4% | 1.0% | 4.43 |
| Coordinate and align all account activities with overarching plan | 26.9% | 36.4% | 25.1% | 8.4% | 3.3% | 3.75 |
| Determine how customers are organized and how they make purchasing decisions | 48.4% | 31.6% | 15.3% | 2.5% | 2.2% | 4.21 |
| Leverage marketing programs to advance sales | 29.3% | 35.7% | 24.4% | 5.7% | 4.9% | 3.79 |
| Summarize salient content from customer communication sources (websites, annual reports, press releases, position and white papers) | 23.1% | 28.1% | 29.2% | 12.5% | 7.1% | 3.48 |
| Determine business health and viability using key business ratios | 24.8% | 31.5% | 28.7% | 7.0% | 8.0% | 3.58 |
| Apply relevant account planning tools, templates, and procedures | 22.7% | 35.4% | 27.1% | 9.3% | 5.5% | 3.60 |
| Apply funnel management practices, tools, metrics, and policies effectively to prioritize and manage selling | 21.9% | 36.1% | 25.3% | 10.1% | 6.6% | 3.57 |
| Translate competitive knowledge into relevant sales practices | 39.9% | 38.4% | 16.7% | 2.9% | 2.2% | 4.11 |
| Leverage contract administration and renewal into up- or cross-selling opportunities | 24.4% | 40.8% | 23.7% | 4.9% | 6.3% | 3.72 |
| Monitor and manage contractual and service level agreement terms, conditions, and milestone metrics | 25.9% | 35.5% | 26.6% | 5.0% | 7.1% | 3.68 |
| Set accurate customer expectations for order fulfillment (e.g., lead times, response rates, fulfillment processes) | 49.3% | 36.8% | 10.0% | 3.2% | 0.7% | 4.31 |
| AOE 3: Defining and Positioning Solutions |
How important are each of the following abilities for effective performance in the Defining and Positioning Solutions area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Counter competitor product or service feature and benefit messages | 32.3% | 43.4% | 19.2% | 3.5% | 1.5% | 4.02 |
| Communicate features and benefits of solution-related tools or packages | 44.9% | 34.3% | 15.7% | 4.0% | 1.0% | 4.18 |
| Accurately map customer’s product or service operating environment | 28.8% | 40.4% | 20.7% | 6.6% | 3.5% | 3.84 |
| Effectively communicate technical solutions | 40.4% | 37.4% | 16.2% | 4.0% | 2.0% | 4.10 |
| Translate solution designs into meaningful customer benefits, and differentiate these by stakeholder needs | 50.0% | 36.4% | 10.6% | 2.0% | 1.0% | 4.32 |
| Develop trusted advisor status with customers based on technical acumen | 42.9% | 40.9% | 13.1% | 2.5% | 0.5% | 4.23 |
| Ensure cost-effective solution deployment and delivery practices | 32.3% | 42.4% | 20.7% | 2.5% | 2.0% | 4.01 |
| Manage technical teams and integrate their contributions | 20.7% | 42.4% | 20.2% | 9.1% | 7.6% | 3.60 |
| AOE 4: Supporting Indirect Selling |
How important are each of the following abilities for effective performance in the Supporting Indirect Selling area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Build personal relationships with partners to advance mind-share | 43.6% | 31.6% | 17.9% | 4.3% | 2.6% | 4.09 |
| Leverage marketing programs and initiatives to advance partner selling | 24.8% | 39.3% | 25.6% | 6.0% | 4.3% | 3.74 |
| Influence operations to ensure timely and accurate payout to partners | 25.6% | 30.8% | 27.4% | 6.8% | 9.4% | 3.56 |
| Ensure timely and accurate product or service updates to partners based on the most appropriate communication method (e.g., web portals, telecommunications) | 35.9% | 41.0% | 16.2% | 3.4% | 3.4% | 4.03 |
| Implement partner performance assessments and evaluations impartially | 24.8% | 28.2% | 27.4% | 13.7% | 6.0% | 3.52 |
| Ensure partner compliance with product or service certification requirements | 29.1% | 36.8% | 23.1% | 6.0% | 5.1% | 3.79 |
| AOE 5: Setting Sales Strategy |
How important are each of the following abilities for effective performance in the Setting Sales Strategy area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Synthesize industry or market knowledge toward the creation of sales force requirements | 26.5% | 47.7% | 20.5% | 3.4% | 2.0% | 3.93 |
| Identify areas of risk and their probability and develop appropriate contingency plans | 28.2% | 42.3% | 21.5% | 5.7% | 2.3% | 3.88 |
| Leverage and diffuse best practices in selling within the organization (industry and competitive) | 35.2% | 40.3% | 18.8% | 3.4% | 2.3% | 4.03 |
| Manage complex change or transformation programs (e.g., design, develop, implement, and evaluate) to preserve innovation while ensuring compliance with company policy | 30.5% | 38.3% | 23.2% | 5.4% | 2.7% | 3.89 |
| Divide and allocate sales territories for maximum impact on company growth objectives | 29.5% | 36.2% | 20.5% | 7.0% | 6.7% | 3.75 |
| Build executive sponsorship at the highest levels of the company | 34.6% | 39.6% | 19.8% | 2.7% | 3.4% | 3.99 |
| AOE 6: Managing within the Sales Ecosystem |
How important are each of the following abilities for effective performance in the Managing within the Sales Ecosystem area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Convert company targets and metrics into action | 30.4% | 46.1% | 21.6% | 2.0% | 0.0% | 4.05 |
| Assess individual or team strengths and weaknesses | 36.3% | 43.1% | 17.6% | 2.0% | 1.0% | 4.12 |
| Ensure compliance with applicable local, national, and international laws | 33.3% | 34.3% | 29.4% | 2.0% | 1.0% | 3.97 |
| Manage operations to ensure cost-effectiveness | 29.4% | 55.9% | 13.7% | 1.0% | 0.0% | 4.14 |
| Manage business forecasts to ensure accuracy | 27.5% | 48.0% | 23.5% | 1.0% | 0.0% | 4.02 |
| Build strategies for counteracting competitive tactics | 32.4% | 49.0% | 18.6% | 0.0% | 0.0% | 4.14 |
| Identify and address workforce gaps (e.g., training, hiring) | 28.4% | 44.1% | 24.5% | 2.9% | 0.0% | 3.98 |
| Manage operations to minimize costs or maximize profits | 31.4% | 42.2% | 26.5% | 0.0% | 0.0% | 4.05 |
| Ensure workforce compliance with standards of conduct, ethical guidelines, and specific human resources policies | 33.3% | 37.3% | 27.5% | 1.0% | 1.0% | 4.01 |
| AOE 7: Developing Sales Force Capability |
How important are each of the following abilities for effective performance in the Developing Sales Force Capability area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Translate business requirements or performance gaps into relevant learning improvements | 48.4% | 33.3% | 11.7% | 4.2% | 2.3% | 4.21 |
| Apply appropriate approaches to learning to best meet the needs of target audiences | 39.0% | 40.8% | 15.5% | 2.8% | 1.9% | 4.12 |
| Apply rapid instructional design methods to ensure responsiveness to performance challenges | 20.2% | 43.2% | 25.8% | 8.0% | 2.8% | 3.70 |
| Build learning solutions sensitive to learning styles or cultural norms | 30.5% | 44.6% | 17.4% | 4.2% | 3.3% | 3.95 |
| Leverage workplace opportunities to advance experiential learning (e.g., mentoring, cognitive apprenticeship, peerto-peer tutoring) | 40.4% | 38.5% | 15.5% | 3.8% | 1.9% | 4.12 |
| Construct valid and reliable tests | 14.6% | 39.4% | 30.0% | 11.3% | 4.7% | 3.48 |
| Balance cost, target audience requirements, and content demands to select the most appropriate learning delivery systems and media | 30.0% | 43.2% | 18.3% | 5.6% | 2.8% | 3.92 |
| Implement learning program evaluation systematically to establish a value chain that clearly connects interventions to business results (e.g., formative, summative) | 29.6% | 40.8% | 21.1% | 5.6% | 2.8% | 3.89 |
| AOE 8: Delivering Sales Training |
How important are each of the following abilities for effective performance in the Delivering Sales Training area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Apply platform skills, methods, and tactics effectively to advance learning | 47.8% | 34.5% | 14.2% | 1.8% | 1.8% | 4.25 |
| Adapt instructional methods to target audience requirements | 52.2% | 33.6% | 11.1% | 2.7% | 0.4% | 4.35 |
| Use personal style, management techniques, and media to optimize the conditions of learning | 48.7% | 40.7% | 8.0% | 1.8% | 0.9% | 4.35 |
| Administer testing fairly and in a way that accurately assesses skill or knowledge acquisition | 27.9% | 36.7% | 22.1% | 6.6% | 6.6% | 3.73 |
| Interpret attendance tracking and performance system data accurately | 16.4% | 34.1% | 31.9% | 11.5% | 6.2% | 3.43 |
| Identify and recommend supplemental learning strategies that will reinforce and extend classroom learning | 42.5% | 37.6% | 14.2% | 3.5% | 2.2% | 4.15 |
| Match experiential learning methods to appropriate content | 44.2% | 41.2% | 10.6% | 3.1% | 0.9% | 4.25 |
| AOE 9: Coaching for Sales Results |
How important are each of the following abilities for effective performance in the Coaching for Sales Results area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Assess performance objectively | 54.9% | 36.4% | 6.4% | 1.1% | 1.1% | 4.43 |
| Assume various roles as needed in role-play to maximize learning (e.g., sales person, customer, sales manager, technical support) | 36.7% | 48.1% | 12.5% | 1.1% | 1.5% | 4.17 |
| Employ observation to gather the most accurate depiction of performance data | 42.8% | 41.7% | 12.1% | 1.9% | 1.5% | 4.22 |
| Identify “teachable moments” and use these as intervention points to improve performance | 51.5% | 37.5% | 9.8% | 0.4% | 0.8% | 4.39 |
| Balance performance improvement objectives with a recipient’s need for a healthy self-concept | 35.6% | 43.6% | 15.5% | 4.2% | 1.1% | 4.08 |
| AOE 10: Building Sales Infrastructure |
How important are each of the following abilities for effective performance in the Building Sales Infrastructure area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Establish valid requirement feeds from all key stakeholders | 29.1% | 36.6% | 23.1% | 6.7% | 4.5% | 3.79 |
| Depict key value chain process inputs, milestones, and outputs | 29.1% | 35.8% | 23.1% | 9.0% | 3.0% | 3.79 |
| Build comprehensive models depicting all stakeholder interfaces | 21.6% | 38.1% | 23.1% | 13.4% | 3.7% | 3.60 |
| Assess current processes and tools for gaps or inefficiencies | 30.6% | 42.5% | 17.9% | 6.0% | 3.0% | 3.92 |
| AOE 11: Designing Compensation |
How important are each of the following abilities for effective performance in the Designing Compensation area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Synthesize data from a variety of sources and make valid inferences | 25.0% | 28.6% | 32.1% | 10.7% | 3.6% | 3.61 |
| Determine competitive yet feasible compensation metrics | 21.4% | 32.1% | 35.7% | 7.1% | 3.6% | 3.61 |
| Supplement base payout with innovative reward strategies | 21.4% | 28.6% | 35.7% | 7.1% | 7.1% | 3.50 |
| Identify and incorporate market competitive practices in compensation | 17.9% | 39.3% | 32.1% | 7.1% | 3.6% | 3.61 |
| Generate stakeholder buy-in | 14.3% | 39.3% | 32.1% | 7.1% | 7.1% | 3.46 |
| Identify the impact of current and proposed compensation policies on company health and sales force retention or recruiting | 17.9% | 28.6% | 46.4% | 0.0% | 7.1% | 3.50 |
| AOE 12: Maintaining Accounts |
How important are each of the following abilities for effective performance in the Maintaining Accounts area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Collaborate effectively with account managers to meet customer needs | 43.9% | 38.5% | 11.7% | 2.8% | 3.1% | 4.17 |
| Apply standard contractual terms and pricing appropriately and escalate for nonstandard conditions, where needed | 30.5% | 38.7% | 21.7% | 4.3% | 4.8% | 3.86 |
| Identify account performance trends and key milestones | 34.2% | 39.9% | 19.1% | 4.6% | 2.3% | 3.99 |
| Prioritize and fulfill customer requests with an appropriate sense of urgency | 59.0% | 33.9% | 5.1% | 1.7% | 0.3% | 4.50 |
| AOE 13: Recruiting Sales Talent |
How important are each of the following abilities for effective performance in the Recruiting Sales Talent area of expertise?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Build and maintain professional industry and professional contacts | 28.8% | 50.0% | 15.2% | 1.5% | 4.5% | 3.97 |
| Influence the definition of job and salary requirements to ensure logical alignment | 19.7% | 42.4% | 25.8% | 6.1% | 6.1% | 3.64 |
| Accurately interpret psychometric test output | 16.7% | 37.9% | 30.3% | 4.5% | 10.6% | 3.45 |
| Validate tacit impressions of a candidate through questioning techniques | 21.2% | 50.0% | 22.7% | 1.5% | 4.5% | 3.82 |
| Establish candidate relationships based on trust | 37.9% | 43.9% | 12.1% | 1.5% | 4.5% | 4.09 |
| Assess emerging information against prior information for consistency | 25.8% | 43.9% | 21.2% | 3.0% | 6.1% | 3.80 |
| Protect the interests of company stakeholders during negotiations | 31.8% | 39.4% | 21.2% | 3.0% | 4.5% | 3.91 |
Foundational Competencies
Partnering Competencies
| Spanning Boundaries |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Advancing collaboration and positive relationships across organizational boundaries | 41.2% | 36.7% | 16.6% | 3.8% | 1.7% | 4.12 |
| Addressing coverage gaps to ensure success of the total endeavor | 30.6% | 42.5% | 21.4% | 3.5% | 2.1% | 3.96 |
| Communicating Effectively |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Demonstrating active listening | 62.1% | 28.1% | 8.1% | 1.0% | 0.6% | 4.50 |
| Achieving communication objectives | 43.7% | 41.4% | 12.4% | 1.5% | 1.0% | 4.25 |
| Ensuring responsive communication | 49.2% | 38.4% | 9.9% | 1.6% | 0.9% | 4.34 |
| Communicating persuasively | 55.0% | 35.0% | 8.6% | 0.7% | 0.7% | 4.43 |
| Aligning to Customers |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Contributing to customer satisfaction | 60.5% | 29.5% | 8.3% | 1.3% | 0.3% | 4.49 |
| Advocating for the customer | 43.4% | 41.3% | 11.8% | 2.8% | 0.7% | 4.24 |
| Setting Expectations |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Communicating expectations to all stakeholders | 43.2% | 36.5% | 14.5% | 2.7% | 3.2% | 4.14 |
| Ensuring that all stakeholders clearly understand what they are accountable for | 41.2% | 35.8% | 16.7% | 3.3% | 3.0% | 4.09 |
| Understanding and addressing potential obstacles to proposed solutions | 46.6% | 38.4% | 12.2% | 2.3% | 0.5% | 4.28 |
| Negotiating Positions |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Determining optimum negotiation positions | 33.2% | 40.2% | 19.2% | 4.1% | 3.3% | 3.96 |
| Addressing objections accurately and professionally | 54.4% | 32.4% | 11.1% | 1.5% | 0.5% | 4.39 |
| Building consensus and commitment | 43.2% | 40.3% | 13.3% | 2.2% | 1.0% | 4.23 |
| Building Relationships |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Actively nurturing positive relationships | 53.2% | 35.2% | 9.0% | 1.7% | 0.9% | 4.38 |
| Developing relationships based on trust and confidence | 61.4% | 29.0% | 6.9% | 2.0% | 0.7% | 4.49 |
Insight Competencies
| Analyzing Organizational Capacity |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Accurately assessing resource requirements | 28.4% | 45.9% | 18.6% | 3.8% | 3.4% | 3.92 |
| Balancing risk with potential advantage when determining next steps | 25.0% | 45.6% | 20.6% | 5.8% | 3.1% | 3.84 |
| Understanding the Business Context |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Situating work meaningfully in terms of its relationship to other functions | 26.6% | 41.3% | 22.9% | 6.4% | 2.8% | 3.83 |
| Ensuring that work meaningfully contributes to the organization’s success | 38.8% | 40.6% | 17.1% | 1.8% | 1.8% | 4.13 |
| Evaluating Customer Experiences |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Evaluating solutions to ensure that they work as planned | 35.8% | 45.3% | 14.2% | 3.8% | 0.9% | 4.11 |
| Communicating performance in terms of bottom-line business metrics of benefit to stakeholders | 30.2% | 42.5% | 18.5% | 4.2% | 4.6% | 3.90 |
| Gathering Intelligence |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Determining the range, type, and scope of information needed to address challenges | 30.9% | 43.6% | 19.3% | 4.4% | 1.8% | 3.97 |
| Applying the most appropriate tools and strategies to gather needed information | 32.5% | 47.3% | 16.8% | 2.2% | 1.2% | 4.08 |
| Tapping into information sources best suited to speak to the problem at hand | 30.7% | 42.3% | 18.3% | 5.2% | 3.5% | 3.92 |
| Prioritizing Stakeholders Needs |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Thoroughly diagnosing problems to identify their true nature | 39.9% | 39.0% | 14.9% | 4.7% | 1.6% | 4.11 |
| Prioritizing needs as a means for building strategies and allocating resources | 35.7% | 40.8% | 16.9% | 3.8% | 2.8% | 4.03 |
| Identifying Options |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Exploring alternative solutions for feasibility before committing to action | 28.5% | 45.1% | 20.0% | 3.5% | 3.0% | 3.93 |
| Applying creative problem solving to enhance the likelihood of innovative solutions | 36.2% | 45.5% | 15.7% | 1.6% | 1.0% | 4.14 |
| Actively soliciting the input of all stakeholders to ensure solution effectiveness | 28.8% | 42.7% | 20.0% | 4.8% | 3.6% | 3.88 |
| Determining an appropriate strategy and committing to a course of action | 39.2% | 44.1% | 12.9% | 2.1% | 1.7% | 4.17 |
| Building a Business Case |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Using important business metrics to guide the development and evaluation of solutions | 24.7% | 43.5% | 21.8% | 7.1% | 2.9% | 3.80 |
| Building the value justifications required to enlist support and ensure the commitment of resources | 30.6% | 39.1% | 22.7% | 4.3% | 3.3% | 3.90 |
| Clearly identifying the business or financial benefits to be realized by investments | 33.0% | 41.1% | 18.2% | 4.2% | 3.5% | 3.96 |
Solution Competencies
| Facilitating Change |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Encouraging others to embrace change as an opportunity rather than an obstacle | 38.4% | 39.3% | 18.6% | 1.6% | 2.1% | 4.10 |
| Managing change effectively | 42.4% | 40.2% | 14.7% | 2.1% | 0.5% | 4.22 |
| Approaching work with a proactive attitude | 57.7% | 32.7% | 7.8% | 1.2% | 0.5% | 4.46 |
| Formalizing Agreements |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Building commitment and support as a basis for formal agreements | 39.2% | 40.3% | 16.7% | 2.8% | 1.0% | 4.14 |
| Ensuring that agreements are communicated in a timely fashion to expedite implementation | 37.2% | 41.1% | 17.5% | 3.0% | 1.1% | 4.10 |
| Documenting all agreements to ensure an accurate record of decisions and commitments | 34.9% | 37.3% | 22.2% | 3.7% | 1.9% | 3.99 |
| Resolving Issues |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Actively monitoring situations for potential problems | 36.0% | 42.8% | 17.3% | 3.2% | 0.8% | 4.10 |
| Monitoring implementation to ensure achievement of milestones | 34.6% | 40.7% | 18.8% | 3.8% | 2.1% | 4.02 |
| Acting as a focal point of escalation to expedite problem resolution | 32.3% | 37.9% | 23.8% | 4.8% | 1.2% | 3.95 |
| Managing Projects |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Organizing and managing work systematically | 39.3% | 42.5% | 15.6% | 1.9% | 0.7% | 4.18 |
| Organizing and managing resources effectively | 38.1% | 42.4% | 16.3% | 2.1% | 1.1% | 4.14 |
| Adapting formal methods as needed to achieve goals | 27.4% | 39.5% | 24.5% | 6.8% | 1.8% | 3.84 |
| Leveraging Success |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Using success to build confidence and leverage additional opportunities | 41.2% | 43.0% | 12.7% | 1.7% | 1.4% | 4.21 |
| Documenting and communicating best practices | 33.6% | 39.6% | 21.2% | 4.0% | 1.6% | 4.00 |
| Articulating Value |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Ensuring that criteria for decision making are shared and addressed | 31.4% | 43.2% | 19.8% | 3.5% | 2.1% | 3.98 |
| Adapting and tailoring messages to meet the needs of different audiences | 43.2% | 37.7% | 16.0% | 2.4% | 0.7% | 4.20 |
| Building consensus with stake holders on the effectiveness of proposed solutions | 31.3% | 42.9% | 17.3% | 5.0% | 3.6% | 3.93 |
Effectiveness Competencies
| Building Business Skill |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Incorporating understanding of business concepts and processing effectively in business communications | 33.6% | 43.3% | 18.9% | 2.6% | 1.6% | 4.05 |
| Applying a business perspective in assessing needs and judging the validity of proposed solutions | 33.2% | 41.8% | 20.7% | 2.4% | 1.9% | 4.02 |
| Incorporating understanding of legal or contractual concepts and processes in defining work and setting expectations | 21.7% | 37.5% | 28.6% | 7.9% | 4.3% | 3.64 |
| Incorporating understanding of financial concepts and processes in determining the business value of solutions or the use of resources | 25.2% | 42.2% | 23.3% | 6.1% | 3.1% | 3.80 |
| Solving Problems |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Approaching challenges from a fresh perspective that encourages effective innovation | 35.9% | 44.8% | 15.5% | 2.0% | 1.8% | 4.11 |
| Creatively drawing from multiple disciplines to generate new approaches to problem solving | 33.3% | 39.9% | 19.0% | 5.6% | 2.1% | 3.97 |
| Embracing Diversity |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Demonstrating respect for others | 55.2% | 32.0% | 10.1% | 1.8% | 1.0% | 4.38 |
| Appreciating diverse perspectives and approaches to work and actively seeking to understand these perspectives | 34.4% | 38.4% | 20.9% | 4.6% | 1.8% | 3.99 |
| Leveraging the experiences and worldviews of others to drive innovations and stimulate creativity | 25.1% | 43.8% | 20.1% | 8.2% | 2.7% | 3.80 |
| Making Ethical Decisions |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Taking personal responsibility for ensuring that all actions contribute to the integrity of the company and workplace | 51.5% | 32.3% | 13.3% | 1.5% | 1.3% | 4.31 |
| Incorporating understanding of quality processes, business rules, and best practices into work activities | 30.3% | 44.7% | 18.9% | 3.9% | 2.2% | 3.97 |
| Managing Knowledge |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Valuing and actively circulating information to improve overall work performance and productivity | 33.2% | 39.9% | 21.6% | 2.8% | 2.3% | 3.99 |
| Identifying and resolving obstacles to the effective communication of information | 37.4% | 42.1% | 17.2% | 2.2% | 1.0% | 4.13 |
| Using Technology |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Building and maintaining understanding of technical innovations applicable to area of responsibility | 28.3% | 42.6% | 23.0% | 4.6% | 1.5% | 3.92 |
| Using information technology to align and expedite work | 26.9% | 45.4% | 22.4% | 4.7% | 0.5% | 3.94 |
| Improving personal productivity by actively learning about new technologies | 38.2% | 36.9% | 18.2% | 5.4% | 1.3% | 4.05 |
| Accelerating Learning |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Taking personal responsibility for development | 49.1% | 35.3% | 11.9% | 2.4% | 1.3% | 4.28 |
| Using multiple learning options to creatively maximize the time available for learning | 32.0% | 40.7% | 20.9% | 4.4% | 2.1% | 3.96 |
| Taking advantage of available information and resources to continuously develop personal skills | 35.9% | 44.1% | 17.3% | 1.5% | 1.2% | 4.12 |
| Executing Plans |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Developing plans that clearly communicate strategy and enable implementation | 40.5% | 40.5% | 13.8% | 3.9% | 1.2% | 4.15 |
| Building commitment to plan | 37.5% | 41.9% | 14.8% | 3.4% | 2.3% | 4.09 |
| Executing to plan, yet adapting to emergent circumstances | 42.2% | 37.0% | 14.7% | 3.1% | 3.1% | 4.12 |
| Delivering to plan | 45.9% | 40.4% | 11.5% | 1.0% | 1.3% | 4.29 |
| Maximizing Personal Time |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Incorporating a strategic perspective in activity planning | 31.3% | 43.3% | 18.5% | 4.4% | 2.3% | 3.97 |
| Practicing time management | 48.2% | 35.3% | 14.5% | 1.3% | 0.8% | 4.29 |
| Aligning to Sales Process |
How important are each of the following key actions for effective performance in your job?
| Essential (5) | Very important (4) | Moderately important (3) | Slightly important (2) | Unnecessary (1) | Average Rating | |
| Understanding how personal work contributes to effective selling | 36.8% | 43.5% | 15.4% | 2.6% | 1.7% | 4.11 |
| Incorporating selling sensibilities into work execution | 33.7% | 43.6% | 20.0% | 2.0% | 0.7% | 4.07 |
| Demonstrating a systemic understanding of sales | 42.9% | 36.3% | 16.3% | 2.6% | 1.8% | 4.16 |
| Ensuring that work helps to advance sales | 45.4% | 39.9% | 13.6% | 1.1% | 0.0% | 4.30 |
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