TERRITORY/TASK MANAGEMENT

PLANNING/ORGANIZING: Effectively manages time and energy on activities that directly support sales results. Works efficiently and utilizes available human resources to accomplish tasks and assignments to support prospecting and other sales activities. Creates and uses time saving business systems to support Sales/Account Representative activities (e.g., databases, contact management systems). Demonstrates the ability to prioritize, schedule, and monitor sales tasks and projects. Defines and effectively utilizes specific strategies for setting and accomplishing sales goals.

PROBLEM ANALYSIS: Demonstrates the ability to identify causes of problems and issues in a situation. Generates practical solutions and makes high quality and timely decisions. Effectively utilizes technical data and research for decision-making. Utilizes mental models for understanding clients, assessing sales interactions, conflicts and overcoming obstacles. Accurately identifies and qualifies unlikely or high-risk sales situations and avoids or minimizes time spent on them.

INTERPERSONAL

COLLABORATION: Demonstrates the ability to work in a collaborative manner with clients and colleagues. Seeks to genuinely understand and empathize with the client's situation, feelings, needs and perspective. Treats clients and colleagues with sensitivity, courtesy and respect. Cultivates and builds long-term, trusting, and collaborative client relationships.

INFLUENCE/NEGOTIATION: Demonstrates the ability to effectively mediate and resolve interpersonal differences and manage conflict with others. Brings interpersonal conflicts into the open and attempts to resolve them collaboratively. Takes risks to disclose his/her perspective and to offer advice and creative ideas to support win-win solutions for clients. Uses appropriate interpersonal styles and communication methods to gain acceptance of an idea, plan, activity, approach or method from prospects, clients, or others.

COMMUNICATION: Speaks and conveys written and verbal thoughts and ideas in a clear and concise manner. Expresses ideas effectively and persuasively in individual and group situations. Demonstrates attention to and conveys understanding of others through active listening. Probes to fully understand client needs even beyond the stated needs. Creates a positive impact on the client through clearly reasoned and energetic explanations, proposals, letters, and marketing packages.

INDIVIDUAL FACTORS

SELF-DEVELOPMENT: Ability to pursue continuous education, training, and development to expand current knowledge, skills, and abilities to expand his/her level of competence and mastery. Actively solicits and demonstrates a willingness to accept constructive feedback without becoming defensive. Consistently evaluates his/her performance and uses feedback for tactical course corrections and sales effectiveness.

ACHIEVEMENT/INTIATIVE: Asserts one's influence over events to achieve goals. Takes action to set and achieve goals beyond what is required. Demonstrates enthusiasm about the goals he/she sets and gets satisfaction from surpassing previous goals (his/her own or others'). Maximizes his/her exposure in the market through consistent cold calls, effective marketing, and cultivating relationships. Takes actions and makes decisions with minimal direction from others.

TENACITY/PERSEVERANCE: Demonstrates the ability to assert ideas and opinions in the face of opposition. Steps forward to address difficult issues and takes responsibility to deal with important problems and issues despite adversity and challenge. Understands when to persist and when to let go of an opinion, recommendation or strategy.

HONESTY/INTEGRITY: Demonstrates business ethics including the protection of assets, systems, and intellectual property. Builds trust with others through honesty, authenticity, and follows through on commitments. Demonstrates consistency among values and behavior. Explicitly defines the responsibilities and boundaries of his/her role clearly with all parties.

ADAPTABILITY/FLEXIBILITY: Demonstrates the ability to understand client preferences and style and adapts his/her approach to suit this. Ability to maintain a high level of performance and well being under work pressure, challenge, change, and ambiguity. Ability to adjust and maintain effectiveness in the face of multiple demands, interpersonal challenges, and changes. Demonstrates resilience in the face of time pressure, interpersonal challenge, or adversity.

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