See also Organizational Analytics Competency Solution
Sales Competencies for Business-to-Business and Consumer Sales
Whether your organization is engaged in business-to-business or consumer sales, ultimately success requires the right talent with the right competencies to sell successfully. With Harrison Assessments innovative and predictive Sales Behavioral Competencies, you can select the best candidates, develop employees for sales roles, and build sales teams more effectively. Harrison’s state-of-the-industry assessment analytics system enables HR and Sales leaders to identify, develop, and retain top-performing sales talent who can exceed quotas and drive sales success.
Simplify the Complex Sales Process
The sales process is complex and ultimately requires a wide range of behaviors and capabilities for individuals to succeed. Harrison’s research has identified 12 competencies encompassing many traits and factors that are essential and desirable for, as well as are potential derailers to sales success. Whether you are seeking candidates who are results-driven, entrepreneurial, solution-oriented, persuasive, adept at relationship management, or possess a growth mindset, Harrison’s sales competencies help you find and develop the best candidates to succeed. In addition, the competencies are developed for four types of sales environments:

2. Low-cost business sales

4. Low-cost consumer sales
To support unique behavioral profiles for your sales environment, Harrison also enables you to customize these competencies for your specific roles enhancing their predictability of your sales talent success.
Sales Competencies Model
To demonstrate how the competencies are designed and measured following is one of the 12 competencies outlined.
Mapping Traits and Interpretation of Sales Competencies Example
The Sales Competency Overview shows an individual’s score against each sales competency. Separate detailed reports show the specific essential, desirable, and traits to be avoided for each competency. With this information specific to the individual, they better understand their strengths and areas of development. Specific Trait Development reports support the individual’s IDP for independent and coach development processes.
Facilitate Talent Pool Selection & Development: Organizational Analytics
Your HR and Learning and Development functions can accelerate development of your sales talent locally or internationally with Harrison Assessments Organizational Analytics (OA) capability. Any size organization can use OA to review and analyze sales competencies of their talent pool and select/ develop teams, divisions, or the entire sales organization. Elevate your succession planning, strategic employee development, identification of employees at risk, targeting of group development opportunities, selection of high potential employees, career development and creation of IDPs, and team engagement and effectiveness. While enabling all these applications with one assessment may seem lofty, because Harrison Assessments is a comprehensive talent analytics and behavioral assessment system, each of these applications can be utilized to elevate sales performance, bolster job satisfaction and engagement, and enhance employee retention.