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.
Tags: competency modeling • sales enablement • Sales Training