50% of today’s sales professionals are weak and only 6% are elite. 

If that doesn’t scare you, these scary selling competencies will.

That’s right, we are going to delve into the underbelly of performance gaps in salespeople and look at the scary statistics that surround these competencies that can’t be covered up.

We have connected with our strategic partners at Objective Management Group(OMG) for these unnerving insights on the following five selling competencies and the frightening statistics and poor performance in each area.

Selling Competencies% of Salespeople Who are Competent 
  1. Closure – A salesperson’s ability to get business closed on a timely basis.
1%
  1. Consultative Seller – A salesperson’s ability to take a consultative approach to a sales opportunity and uncover the compelling reason to buy.
3%
  1. Qualifier – A salesperson’s ability to properly qualify an opportunity. 
7%
  1. Mastery of Social Selling – A salesperson’s effective and consistent use of LinkedIn, Twitter and blogging. 
10%
  1. Selling Value – A salesperson’s ability to quantify the opportunity and focus on the value rather than sell on price. 
10%

Statistics provided by Objective Management Group. https://www.objectivemanagement.com/

OMG states “Selling Competencies play a huge part in the difficulties that salespeople have when attempting to sell value or use a consultative approach. This is the combination of strengths that support skills and when the strengths are actually weaknesses, salespeople are uncomfortable and unable to execute the process, strategies, tactics and achieve milestones.”

50% of today’s sales professionals are weak and only 6% are elite. Click To Tweet

Where would your team score?

Trial the 21 Core Competency Sales Assessment with your current team members and find out!

This assessment will give you insight into your team’s will to sell, how comfortable they are talking about money, and confirm if they are consultative in their approach with customers – plus more!

Teneo Challenge: Take the 21 Core Competency Sales Assessment with your current team members to understand their level of skills and strengths.

Lisa is driven by the mantra – Be Strategic. Be Pro-active. Be Brave. – and has been successfully training and coaching sales leaders and their teams to do the same for over 15 years. As the President of Teneo Results since 2003, she has trained thousands of sales professionals at more than 250 companies across North America. She transitions salespeople away from the standard “product & price” approach to having purposeful business conversations with their customers that drive results.

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