Accenture_Sales_Competency_Behavior_and_Personality

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1、AccentureSalesTransformationSalesCompetency,BehaviorandPersonalityAnIntegratedApproachtoImprovingSalesForcePerformanceOrganizationsofallkindsfacenumerousperformancechallengestoday:understandandrespondtochangingcustomerneeds,supportgrowth,improveprofitability.Leadingorganizationsaddressthese

2、challengesbytransformingtheperformanceoftheirsalesteamsthroughacombinationofartandscience.Inmasteringthe“art”ofsales—competency,behaviorandpersonalitythatdefinehighperformance—“science”stillplaysarole,intheformofsalesanalytics.SalesTransformationIntroductionAscompaniesrefocustheirattentiono

3、nenoughtocaptureeverythingagoodgrowth,manyfindtheyareheldbackbysalespersonthinksanddoes,yetstilltheverythingthatshouldbepropellingfocusedenoughtoapplytospecificthemforward:theirsalesforce.Fortoobusinessenvironmentsorevenexplainmanyorganizations,thiscriticalfunctionthedifferencesbetweensales

4、roles.ishamperedbyineffectivesalespeopleThroughacombinationofresearchandwiththeexpensivedragofturnover.andpracticalexperience,AccentureIt’saproblemthathasheldtheattentionhasdevelopedsuchamodel—whatofexecutivesformanyyears—butonewebelievetobeanovelapproachtothatalsohasgonelargelyunsolved.int

5、egratingthesalescompetencies,Thechallengehasbeencreatingamodelpersonalitytraitsandbehaviorsofathatestablisheswhatmakessomespecificorganization’stopperformerspeoplebetteratsalesthanothers—andintoausablemodelthatcanimprovethensupportsthereplicationofthosetheeffectivenessofeverymembercharacter

6、isticsacrosstheentireofthesalesteam.Thefoundationsalesforce.Whilemanymodelshaveofourapproachisaproprietarybeendevelopedovertheyears,mostinstrumentthatcharacterizesahavefocusedonpersonality,skillsorcompany’shighestsalesperformers,behavior.Thecommonshortcomingassessestheentiresalesforceagains

7、tofthesemodelshasbeentheirfailurethat“goldstandard,”andenablesthetointegrateallthreedimensionsintocompanytoclosethegapsthroughoneholisticmodel.Amodelbroadtargetedimprovementprograms.SalesCompetency,BehaviorandPersonality3TheSalesForcePerformanceChallenge