Competencies aren’t Enough: How to Help Sales Reps Win

Early this year, I attended a conference for medical device sales training professionals. I expected to hear about innovative ways organizations are training their reps, reinforcing value statements and sustaining training after product launch events.

I was wrong!

Instead, I heard many sessions about competencies and competency modeling. Having the right competency model in place is critical for sales reps and account managers. Once the right competencies are in place, we can coach reps to meet these competencies, measure their performance against the competencies, spot high performers and identify weak ones. Competency models are hard to get right, so it’s not surprise that so many sales training functions spend a whole lot of time making and revising them.

Read the full story by


Getting Rid of the Performance Review Deciding and Executing 101
We are updating our Privacy Policy, so please make sure you take a minute to review it. As of May 25, 2018 your continued use of our services will be subject to this new Privacy Policy.
Review Privacy Policy OK