Sales Competencies of the Future 11
Top performing companies
are already using these
techniques to rate and rank
candidates for sales jobs and
employees already in the
roles. They can map these
behaviors to the
competencies that are
specifically important to their
business model, and have
shown 18% higher
performance in top rated reps
in the example below. This
creates a significant ROI for
companies to proactively
identify these competencies
and deploy a more structured
process for evaluation.
Conclusion
If the sales reps of the future can adapt and show the inner workings of their own shop and convey
that they are being wise with their time and resources on behalf of the customer, they will be
rewarded. This may make all product and/or service sales feel like solution sales in the future and
slow commoditization's corrosive eff ect on growth and profi tability. In addition, it may win more
respect and longevity for a function and a profession that has experienced its share of bumps and
bruises over the past 50 years.
How Aon Can Help
Many organizations can help you assess your candidates. Many others can help you measure
and work to improve employee engagement levels. Only Aon can help you take a holistic, global
approach to building the ideal workforce for your organization. We understand that elite results
require extraordinary talent. We can help you build that talent from assessing candidates, building
strong leaders, engaging employees, and supporting it with the right human capital strategy.
To learn more about Aon's Talent capabilities, please contact one of the authors listed on the
Contact page.
