Competency Modeling

To help reps hone their craft, sales enablement practitioners can use a competency audit to help create standardized criteria and target specific areas for improvement across training, onboarding, and even hiring. Learn how to analyze behavioral gaps through a competency audit by defining core competencies, identifying behavioral indicators, assessing current competency levels, and analyzing competency gaps and defining training needs.

Aligning competencies with strategic initiatives can help your organization accomplish your goals by getting the right people in the right roles. Learn how to create a competency evaluation aligned with the organization’s mission and strategy by understanding organizational goals, defining job expectations, standardizing success criteria, and integrating the framework into management processes.

For competencies to be used as an effective method of rep evaluation, sales enablement must validate that competencies lead to the right behaviors. Learn how to integrate competency testing into business practices to drive and support more effective rep behavior through objective assessments, exercises, and tools.

To maximize business impact for your organization, pair competency expectations with consistent, thoughtful measurement and evaluation. Learn how to measure competency improvement to drive talent acquisition, individual rep performance, sales team performance, and talent retention.