The 12 Core Competencies of all Great Companies
Source: Chet Holmes
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1. Planning, Policies and Procedures
- often discipline is more important than the idea
2. Strategy vs Tactics
- starting with the end in mind
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3. Get Customers
- focus on the best buyers
4. Understanding the Sales Process
- define the steps and follow the steps
5. Effective Presentation
- motivation comes from things we see rather than from what we hear
6. Master the Telephone
- have a process and use planned voicemails
7. Best Buyer Strategy
- a smaller number of ideal prospects buy easier and buy more
8. Time Management
- have rules for time use and hold everyone accountable for following
9. Follow Up and Bonding Procedures
- pre-designed structured follow up that is used by all
10. Constant Training
- upgrade the skills of staff members
11. Goal Setting
- set and monitor goals – start with the end in mind and keep track
12. Hiring & Motivating
- select and develop people who truly want to run with your idea
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