Sales

Foundational

At a foundational level you are able to accurately record basic sales data and assist in compiling simple reports. You follow set templates and instructions to track key figures, helping the team understand sales performance. Your careful attention to detail supports confident and reliable reporting within your immediate area.

Developing

At a developing level you are able to produce basic sales reports by collecting and organizing key sales data with supervision. You can identify simple trends and share your findings with your team, helping them understand current sales performance. Your contribution supports routine sales decisions and builds your confidence in using sales metrics.

Proficient

At a proficient level you are able to gather, interpret, and present sales data clearly and reliably. You identify key patterns in performance, selecting the most relevant sales metrics to inform teams and leaders. Your insights drive well-founded decisions that improve results across the sales function.

Advanced

At an advanced level you are able to design and deliver sophisticated sales reports that link sales performance data to business strategy. You identify trends, highlight underlying causes, and translate complex metrics into clear recommendations for senior leaders. Your insight enables others to make well-informed decisions that drive sales growth.

Expert

At an expert level you are trusted to design, lead, and refine sales reporting frameworks that inform strategy at the highest level. You critically assess complex sales data across multiple sources, uncovering trends and presenting clear, actionable insights to senior leadership. Your expertise directly shapes commercial decisions and drives sustained sales growth.

Foundational

At a foundational level you are learning to recognize customer needs and can share basic product or service features that may address them. You rely on prepared materials and follow guidance to explain value, aiming to connect what you offer to simple client concerns. Your input helps set the stage for deeper customer engagement.

Developing

At a developing level you are able to explain your product’s features and basic benefits to potential customers, using information they have shared with you. You are starting to link your solution to their needs, but may need support to clearly show how it adds value. This helps build initial interest and paves the way for deeper conversations.

Proficient

At a proficient level you are able to clearly connect your product or service to each customer’s specific needs, using practical examples and relevant benefits. You tailor your message to the client’s context, showing you understand their challenges. This approach helps you build trust and strengthens their interest in your solution.

Advanced

At an advanced level you are able to consistently tailor your solution messaging to address complex customer needs, drawing clear links between their challenges and the unique strengths of your product or service. You confidently adapt your approach for different audiences, ensuring your value proposition stands out. This drives stronger client buy-in, leading to higher conversion rates.

Expert

At an expert level you are able to position complex solutions with confidence, tailoring your message precisely to each client’s unique needs and industry challenges. You consistently turn insight into action, guiding stakeholders to see the true value and long-term benefit of your offering. Your leadership in this space sets new standards and influences best practice across the sales team.

Foundational

At a foundational level you are able to identify key stakeholders involved in a sales process and recognize their basic roles or interests. You gather initial information about who influences decisions, helping to shape your early interactions. This understanding allows you to begin building important connections that support sales opportunities.

Developing

At a developing level you are able to identify key stakeholders in simple sales situations, though you may overlook indirect or less obvious influences. You start to explore their roles and interests, using this information to tailor your communication. This helps you build early connections and better support your sales approach.

Proficient

At a proficient level you are able to identify and assess all key stakeholders involved in the sales process, understanding their roles, interests, and influence. You use this knowledge to shape your approach, ensuring your communication is targeted and relevant. This enables you to build strong relationships and positively influence sales outcomes.

Advanced

At an advanced level you are expertly mapping complex stakeholder networks, pinpointing key decision-makers and uncovering hidden influencers to drive the sales process. You adapt your engagement strategies based on a deep understanding of each stakeholder’s priorities and relationships. This ensures your sales approach is precise, builds strong partnerships, and consistently advances opportunities.

Expert

At an expert level you are proactively mapping and prioritizing all stakeholders, including hard-to-reach or indirect influencers, tailoring your approach to complex sales environments. You anticipate changes in stakeholder dynamics and adjust your strategies to maintain strong engagement. Your insight drives long-term partnerships and consistently unlocks new commercial opportunities.

Foundational

At a foundational level you are beginning to use basic closing techniques to guide sales conversations towards a decision. You follow standard prompts or scripts and recognize simple buying signals from customers. Your approach helps you build early confidence in closing sales and contributes to positive first impressions with clients.

Developing

At a developing level you are starting to apply basic closing techniques in your sales conversations with some support from others. You use a few straightforward questions or cues to help move customers towards making decisions, but still need guidance in reading buyer signals. Your efforts can help finalise smaller deals and start building your confidence in sales closing.

Proficient

At a proficient level you are able to confidently guide customers towards a buying decision using a range of closing techniques. You recognize verbal and non-verbal signals, adjusting your approach to meet individual customer needs. This capability helps you secure sales while maintaining strong, trust-based relationships with your clients.

Advanced

At an advanced level you are able to consistently apply a range of closing techniques to suit different buyers and situations, adapting your approach based on real-time cues. You anticipate and address last-minute objections with confidence, guiding customers towards a decision. This results in stronger customer relationships and reliably exceeding your sales targets.

Expert

At an expert level you are consistently able to close complex sales by matching closing techniques to each client’s unique needs and decision drivers. You lead others in mastering persuasive conversations, coaching your team to confidently secure commitments. Your approach reliably delivers high-value outcomes, strengthening trust and driving sales performance across the business.

Foundational

At a foundational level you are able to recall basic information about the company’s products, such as key features and typical uses, and can answer straightforward customer questions. You rely on reference materials or colleagues to clarify details. This means you can support simple sales conversations, helping customers understand what the business offers.

Developing

At a developing level you are starting to build your knowledge of the products you sell and can describe basic features to customers. You can answer straightforward questions and use your growing understanding to support simple sales conversations. This helps you contribute to customer discussions, though you may still need assistance with detailed enquiries.

Proficient

At a proficient level you are able to clearly explain your products’ features, benefits, and common uses in detail to customers. You draw on this knowledge to match solutions to customer needs and respond confidently to most queries. This helps you build credibility and progress sales conversations effectively.

Advanced

At an advanced level you are able to explain complex product features clearly and tailor your knowledge to suit each customer’s needs. You confidently handle detailed questions, provide comparisons with competitors, and support team members with your expertise. This means you help secure deals and strengthen trust in your team's product capability.

Expert

At an expert level you are a trusted authority on every aspect of your products, anticipating complex client needs and guiding others on how to match product features to real-world situations. You develop and share insights that shape customer choices and elevate team expertise. Your mastery leads to stronger customer relationships and consistently outstanding sales results.

Foundational

At a foundational level you are beginning to use open-ended questions and active listening to understand basic customer needs. You follow established processes and seek guidance to suggest products or services that may help. By taking these first steps, you start to build customer trust and contribute to team sales goals.

Developing

At a developing level you are starting to use active listening and ask relevant questions to understand customer needs. You use this information to suggest solutions that address some client challenges, but may still need guidance to fully tailor your approach. This helps you build trust and make more meaningful recommendations during the sales process.

Proficient

At a proficient level you are confidently using consultative selling techniques to uncover your customers’ true needs and goals. You ask thoughtful questions and actively listen, allowing you to recommend solutions that clearly address their specific challenges. This helps you build lasting relationships and consistently achieve strong sales results.

Advanced

At an advanced level you are adept at uncovering complex customer needs through insightful questioning and active listening. You consistently translate these insights into tailored sales solutions that address unique client challenges. Your consultative approach strengthens long-term relationships, drives higher customer loyalty, and delivers exceptional sales growth.

Expert

At an expert level you are recognized for your ability to quickly uncover complex customer needs through insightful questioning and attentive listening. You consistently craft innovative solutions that address unique client challenges, often guiding others in the consultative selling process. Your approach deepens trust, secures long-term partnerships, and drives exceptional sales results.

Foundational

At a foundational level you are able to support the preparation of basic sales proposals by gathering information and contributing to standard sections. You follow templates and guidance from others to help ensure proposals meet customer needs. This helps your team present clear and consistent responses that build client confidence.

Developing

At a developing level you are able to assist in preparing sales proposals using templates and guidance from others. You can identify basic client needs and include relevant product information, though you may need support to craft a persuasive message. Your input helps your team produce clear proposals that address customer requirements.

Proficient

At a proficient level you are able to develop clear and compelling sales proposals that address client needs and demonstrate a thorough understanding of their requirements. You structure proposals logically, tailor content to the audience, and present solutions in a way that supports persuasive sales conversations. Your proposals consistently help drive client engagement and increase win rates.

Advanced

At an advanced level you are able to design tailored, persuasive sales proposals that clearly address complex client needs and opportunities. You confidently integrate data, product knowledge, and strategic insights to create cohesive proposals that set you apart from competitors. Your proposals directly contribute to higher conversion rates and strengthen long-term customer relationships.

Expert

At an expert level you are leading the design and development of complex, high-value sales proposals that precisely address client needs and align with strategic business priorities. You mentor others in crafting persuasive, tailored documents that anticipate client concerns and deliver clear value. Your approach sets new standards, winning key opportunities and driving significant revenue growth.

Foundational

At a foundational level you are able to enter customer information and basic sales activities into the CRM system accurately and on time. You follow set processes to log calls, emails, and meetings, helping your team keep track of client interactions. This supports visibility and ensures the sales process runs smoothly for everyone involved.

Developing

At a developing level you are able to enter and update basic customer information in the CRM and track simple sales activities, following established processes. You are growing your confidence in using CRM tools to record client interactions and keep sales records up to date. This supports your ability to maintain accurate data and follow up with customers reliably.

Proficient

At a proficient level you are confident using CRM systems to manage your sales pipeline, record client interactions, and track opportunities. You use CRM insights to prioritize leads, follow up on activities, and update customer details accurately. Your use of the system directly supports better sales outcomes and stronger client relationships.

Advanced

At an advanced level you are using CRM systems to spot sales opportunities, streamline processes, and tailor your follow-ups to individual client needs. You train and guide others in best practice, helping your team adopt insights from CRM data to drive targeted actions. Your capability lifts team results and deepens client relationships.

Expert

At an expert level you are driving the strategic use of CRM systems to identify sales opportunities and shape customer engagement across complex accounts. You create and refine advanced reporting and automation tools, ensuring the CRM is used to its full potential. Your leadership sets best practice, resulting in consistent revenue growth and stronger client relationships.

Foundational

At a foundational level you are beginning to recognize potential customers and learn how to approach them using basic sales tools and guidance. You follow set processes to find and qualify leads, with support from your team or manager. As you practice, you start building your confidence in starting conversations and creating interest in the company’s products or services.

Developing

At a developing level you are beginning to identify potential customers using basic sales tools and guidance from others. You take early steps to research your target market and attempt outreach, though you may need support to find the best approach. Your initial prospecting efforts help build your confidence and contribute to team sales activity.

Proficient

At a proficient level you are confidently identifying and qualifying potential customers using a mix of research, sales tools, and tailored outreach methods. You regularly build strong pipelines by understanding your target market and following up persistently. This helps you generate quality leads that contribute to consistent sales growth for your team.

Advanced

At an advanced level you are able to identify high-potential prospects by combining data-driven research with a deep understanding of your target market. You use a range of sales tools and creative outreach methods to connect with decision-makers and open valuable opportunities. Your sustained efforts noticeably expand the pipeline and strengthen the business’s market position.

Expert

At an expert level you are a leading force in identifying and securing high-value prospects, often uncovering opportunities others overlook. You use deep market insight and advanced sales techniques to initiate and build strong relationships with key decision-makers. Your prospecting efforts set new benchmarks and consistently drive outstanding sales growth across the organization.

Foundational

At a foundational level you are building basic relationships with customers by listening carefully and responding to their needs. You follow up on enquiries, share relevant product information, and handle simple concerns with support from others. This helps you earn initial trust and contribute to a positive customer experience in the sales process.

Developing

At a developing level you are starting to build positive relationships with customers by responding promptly and ensuring their basic needs are met. You use available product information and customer feedback to personalize your interactions and address simple issues. This approach helps you to establish trust and lay the groundwork for future customer loyalty and sales success.

Proficient

At a proficient level you are confident in building and maintaining strong, trust-based relationships with clients across a range of sales situations. You use your thorough product knowledge and tailored communication to meet customer needs, address concerns, and resolve issues promptly. This leads to increased customer loyalty and directly supports ongoing sales success.

Advanced

At an advanced level you are building deep, trust-based relationships with clients, anticipating their needs before they arise. You proactively tailor your approach for each customer, ensuring they feel valued and understood at every stage of the sales process. This results in strong loyalty, repeat business, and greater opportunities for long-term growth.

Expert

At an expert level you are trusted to lead and shape customer relationship strategies across teams, using deep insight into client needs and market trends. You consistently build long-term loyalty through personalized engagement, proactive solutions, and coaching others in best practice. Your approach secures repeat business and positions the organization as a partner of choice.

Foundational

At a foundational level you are able to gather basic sales data and recognize simple sales patterns over time. You use standard tools or templates to help track results and support more experienced team members with sales forecasting activities. This helps the team make informed decisions based on current sales information.

Developing

At a developing level you are able to interpret basic historical sales data and use simple tools to make short-term sales forecasts under guidance. You’re starting to notice patterns and trends, but still rely on support for analysis and recommendations. Your early efforts help inform day-to-day sales planning and contribute to team awareness of likely sales outcomes.

Proficient

At a proficient level you are able to analyze historical sales data and current market trends to create accurate sales forecasts that inform team decisions. You confidently use these forecasts to identify risks and opportunities, adjusting sales plans to improve outcomes. Your reliable predictions help your team plan resources and actions more effectively.

Advanced

At an advanced level you are confidently building and refining sales forecasts using a range of complex data sources and market insights. You challenge assumptions, spot emerging trends, and adapt forecasts as conditions change, sharing these findings to guide sales strategy. Your proactive approach enables more accurate planning, maximizes sales opportunities, and reduces business risk.

Expert

At an expert level you are able to create highly accurate sales forecasts using complex data sets, advanced modeling, and industry insights. You not only anticipate shifting market trends, but also guide others in refining their forecasting skills. Your proven foresight shapes strategic business decisions, helping your organization reduce risk and maximize sales growth.

Foundational

At a foundational level you are learning to support deal structuring by gathering basic information and following established processes. You rely on guidance to understand customer needs and help shape straightforward agreements. Your contribution helps ensure deals run smoothly and offers you valuable experience in sales negotiation basics.

Developing

At a developing level you are starting to contribute to the structuring of straightforward sales deals under guidance. You begin to shape proposals that take client needs into account and learn how to balance value for both the customer and the business. Your input helps build your confidence and lays the groundwork for more complex negotiation skills.

Proficient

At a proficient level you are able to structure deals that align customer needs with tailored solutions, ensuring value for both the client and your organization. You handle typical negotiations confidently, balancing terms, pricing, and risk within agreed frameworks. This approach leads to successful sales outcomes and sets the foundation for lasting client relationships.

Advanced

At an advanced level you are capabilityed at structuring complex deals that balance the needs of customers with your organization’s sales objectives. You confidently manage negotiations, adapt offerings, and proactively address obstacles to reach mutually beneficial agreements. Your expertise drives higher-value sales, fosters trust, and creates long-term partnerships with key clients.

Expert

At an expert level you are adept at shaping complex deals that align closely with both customer priorities and broader business strategy. You confidently lead negotiations, anticipating potential challenges and tailoring solutions that deliver exceptional value for all parties. Your approach consistently secures profitable results, deepens client trust, and sets new benchmarks for deal quality within your team.

Foundational

At a foundational level you are able to deliver simple sales presentations that introduce products or services to potential clients using prepared materials. You follow clear guidelines and rely on basic information to explain key features and benefits. Your presentations help clients understand what is on offer, supporting early engagement in the sales process.

Developing

At a developing level you are able to deliver basic sales presentations using prepared materials and structured guidance. You can explain product features and benefits, but may need support to tailor your message to specific client needs or respond to unexpected questions. Your growing confidence helps build initial interest, though you may not always fully engage or influence client decisions yet.

Proficient

At a proficient level you are able to deliver confident, well-structured sales presentations that clearly explain your product’s value and address clients’ specific needs. You use relevant data and real examples to support your message, and tailor your approach to engage each audience. Your presentations regularly build trust and help advance sales opportunities.

Advanced

At an advanced level you are able to deliver confident, tailored sales presentations that address complex client needs and objections with compelling evidence and real-world examples. You adapt your message on the spot, engaging stakeholders and building strong buy-in. Your presentations regularly turn difficult opportunities into clear wins, positively impacting team sales performance.

Expert

At an expert level you are able to design and deliver tailored sales presentations that captivate varied audiences and address complex client needs with authority. You consistently use persuasive stories, compelling data, and demonstrations that make solutions clear and valuable. Your presentations inspire deep buyer confidence and often result in accelerated sales outcomes.

Foundational

At a foundational level you are able to recognize potential sales leads and gather basic information to help determine their suitability. You follow clear guidelines to identify prospects who may be interested in the company’s products or services. This helps ensure your time and effort are focused on leads with genuine potential.

Developing

At a developing level you are learning to assess and categorise sales leads using clear criteria provided to you. You ask relevant questions to judge a prospect’s fit and potential interest, seeking guidance when unsure. This helps you focus your efforts on more promising leads and supports your team in increasing sales conversions.

Proficient

At a proficient level you are able to consistently assess and prioritize leads by evaluating their needs, decision-making authority, and likelihood to convert. You use a structured process to gather and analyze information, ensuring you focus your efforts and resources on high-potential prospects. This enables you to achieve higher conversion rates and drive stronger sales outcomes.

Advanced

At an advanced level you are consistently able to assess complex leads, quickly identifying those with high potential through thoughtful questioning and analysis. You draw on deep product and market knowledge to qualify prospects accurately, even in challenging or ambiguous situations. This ensures you focus your effort where it delivers the strongest results, driving higher conversion rates and more efficient sales cycles.

Expert

At an expert level you are consistently able to identify, assess, and prioritize high-value leads with accuracy and speed, even in complex or ambiguous situations. You use deep insight into customer needs and sales patterns to refine qualification criteria and coach others across the team. Your expertise ensures resources are focused on the most promising opportunities, driving exceptional conversion rates and revenue growth.

Foundational

At a foundational level you are learning to follow basic sales procedures and understand the need to work within legal and organizational guidelines. You rely on clear instructions and checklists to ensure your sales activities are compliant. By doing this, you help protect the business and build customer trust from the start.

Developing

At a developing level you are beginning to follow established sales processes and guidelines, seeking clarification when you are unsure. You recognize the importance of complying with legal and organizational requirements in your sales activities. This helps you avoid mistakes and builds your confidence when dealing with customers.

Proficient

At a proficient level you are consistently following all sales processes, ensuring your sales activities align with legal standards and internal policies. You recognize the importance of meeting contract requirements and respecting customer rights in every deal. Your reliability in compliance reduces risk for the business and strengthens trust with customers.

Advanced

At an advanced level you are consistently applying all relevant sales procedures, contract requirements, and legal obligations in complex or high-stakes situations without supervision. You identify potential compliance risks early and guide others in navigating ambiguous scenarios, ensuring every sale upholds both legal and organizational standards. Your diligence protects the company’s reputation and builds strong, trust-based customer relationships.

Expert

At an expert level you are trusted to advise others and lead by example in all aspects of sales process compliance. You interpret complex regulations and policies, guide teams in adopting best practices, and proactively identify risks before they arise. Your leadership safeguards the organization from legal issues and builds long-term trust with customers and clients.

Foundational

At a foundational level you are learning to ask simple questions to understand what customers need and actively listen to their responses. You rely on basic guidance to recognize key issues and clarify what the customer is looking for. This helps you begin to build customer trust and supports more experienced team members in delivering suitable solutions.

Developing

At a developing level you are beginning to ask clients basic questions to uncover their needs, but may not always explore underlying challenges or priorities. You listen to responses and try to match them to standard solutions, sometimes overlooking less obvious details. This helps you start to build trust, though your recommendations may not yet be fully tailored.

Proficient

At a proficient level you are capabilityed at uncovering and understanding client needs through focused questioning, active listening, and thoughtful reflection. You identify key challenges and priorities, enabling you to recommend solutions that closely match each customer's unique situation. This approach builds trust and leads to more successful, long-term sales outcomes.

Advanced

At an advanced level you are highly capabilityed at uncovering both stated and underlying customer needs through thoughtful questioning and attentive listening. You use these insights to design tailored solutions that address complex client challenges. Your deep understanding and proactive approach build strong client trust and consistently drive significant sales outcomes.

Expert

At an expert level you are consistently uncovering and understanding both stated and hidden client needs, even in the most complex or ambiguous situations. You intuitively adapt your approach, ask insightful questions, and connect needs to solutions that deliver exceptional value. This depth of analysis earns you strong client trust and drives outstanding sales results.

Foundational

At a foundational level you are able to recognize common customer objections and listen to concerns without becoming defensive. You use basic product knowledge to respond clearly and seek guidance from colleagues when needed. By staying calm and attentive, you help customers feel heard and maintain a positive impression of your organization.

Developing

At a developing level you are able to recognize common customer objections and offer basic responses using your understanding of the product. You may still rely on guidance or scripts to address concerns, but you show a willingness to learn from feedback. By practicing these skills, you start building trust and confidence with customers.

Proficient

At a proficient level you are capabilityed at recognizing and addressing customer objections during sales conversations, using clear product knowledge and empathy to respond. You tailor your approach to each client's concerns, offering solutions that align with their needs. This ability helps you build trust and consistently move sales negotiations towards successful outcomes.

Advanced

At an advanced level you are able to anticipate and address complex or persistent objections with confidence and empathy, turning challenges into opportunities for agreement. You adapt your approach to suit each customer's concerns, using deep product knowledge and persuasive communication. Your capability helps secure deals that might otherwise be lost and strengthens trusted relationships with clients.

Expert

At an expert level you are consistently turning the toughest objections into opportunities, using advanced interpersonal skills and tailored solutions to address complex customer concerns. You guide teams through high-stakes negotiations, coaching others to handle resistance with confidence and empathy. Your approach increases conversion rates and sets the benchmark for trust and credibility in customer relationships.

Foundational

At a foundational level you are learning to track and organize your sales opportunities using the tools provided. You can enter basic details into the system and update the status of your deals as they progress through the pipeline. This helps your team keep an accurate record of potential sales and spot early-stage opportunities.

Developing

At a developing level you are starting to organize and monitor your sales pipeline with simple tools and regular check-ins. You track basic opportunity stages and can identify where deals sit, but may need help prioritizing next steps or spotting gaps. This helps you build reliable habits and contribute to more predictable team outcomes.

Proficient

At a proficient level you are able to consistently organize and track sales opportunities across all stages of the pipeline, ensuring nothing is overlooked. You use available tools to update progress, prioritize deals, and follow up promptly. This improves the accuracy of your forecasts and helps achieve reliable sales results.

Advanced

At an advanced level you are able to consistently manage complex pipelines, proactively identifying risks and opportunities across multiple accounts or territories. You use data and insights to adjust your strategy, ensuring strong forecasting accuracy and steady movement of deals through each stage. Your approach directly increases revenue and supports wider team sales goals.

Expert

At an expert level you are proactively shaping and refining your sales pipeline to maximize both short and long-term opportunities, consistently ensuring a healthy balance across every stage. You use advanced insights and data-driven decisions to address risks and unlock growth. Your pipeline management sets the standard for forecasting accuracy and directly drives sustainable revenue results.

Foundational

At a foundational level you are able to assist with basic post-sale handover tasks by following set processes and using standard resources. You communicate product information simply and check that key details are understood by the client. Your support helps create a positive first impression and smooth transition after the sale.

Developing

At a developing level you are able to assist in post-sale handovers by sharing key information with clients and responding to straightforward questions about product use or maintenance. You rely on established guidelines and may need some support to manage more complex client needs. Your efforts help maintain clear communication and contribute to a positive customer experience.

Proficient

At a proficient level you are able to guide clients through the post-sale handover process clearly and confidently, ensuring they understand product features, use, and maintenance. You involve relevant teams as needed for a smooth transition and address any immediate client questions. This builds trust and helps secure ongoing satisfaction and future sales opportunities.

Advanced

At an advanced level you are proactive in leading detailed and tailored post-sale handovers, ensuring clients fully understand product features, usage, and aftercare. You anticipate client needs and questions, coordinating with support teams for a seamless transition. Your approach delivers high client satisfaction, which leads to increased loyalty and repeat sales.

Expert

At an expert level you are trusted to lead complex post-sale handovers, guiding clients and internal teams through every detail with clear, confident communication. You anticipate potential challenges, provide tailored solutions, and ensure the client is fully equipped to succeed. Your approach drives lasting client loyalty and strengthens the reputation of the sales team.

Foundational

At a foundational level you are able to explain your product’s price clearly and answer basic questions from customers about pricing. You understand the importance of price negotiation in supporting sales, and refer more complex pricing discussions to experienced colleagues. This helps to build customer trust and ensures deals progress smoothly.

Developing

At a developing level you are starting to participate in price negotiations with guidance from more experienced team members. You can explain basic value points to customers and apply set pricing frameworks, but may need support when handling objections or complex deals. Your involvement helps build confidence and ensures consistency in initial pricing conversations.

Proficient

At a proficient level you are able to lead price negotiations with confidence, clearly presenting your value proposition and finding mutually beneficial solutions. You understand market price ranges and balance customer needs with business objectives. This approach helps secure profitable deals and strengthens long-term customer relationships.

Advanced

At an advanced level you are highly capabilityed at leading complex price negotiations, consistently securing agreements that meet both customer needs and company profit goals. You adapt your approach to different clients and market situations, using deep knowledge of value drivers and market trends. This ensures strong customer relationships and delivers measurable revenue growth.

Expert

At an expert level you are consistently leading high-stakes price negotiations, using deep market insight and advanced influencing techniques to achieve optimal outcomes. You tailor your approach to each customer, securing agreements that maximize profit while strengthening long-term relationships. Your expertise sets a benchmark, driving best practice across the sales team.

Foundational

At an emerging level, you are learning to create effective sales strategies. You understand the basics of market analysis and customer behavior, but are still developing these skills through practice and study.

Developing

At a proficient level, you are able to develop sales strategies that effectively target and engage customers, analyze market trends, and align with overall business objectives to drive sales growth.

Proficient

At an advanced level, you are proficient in creating comprehensive sales strategies that align with business objectives, utilizing market insights and industry trends to drive revenue growth effectively.

Advanced

Expert

Foundational

At an emerging level, you are learning and applying fundamentals of cold calling. You can identify potential leads and initiate conversations, managing basic objections with some supervisor assistance.

Developing

At a proficient level, you are skilled in leveraging cold calling techniques to efficiently generate leads, build relationships, and close sales within a sales environment.

Proficient

At an advanced level you are adept at employing strategic and personalized cold calling techniques to effectively engage prospects, build rapport, and secure sales opportunities, demonstrating exceptional sales acumen.

Advanced

Expert

Foundational

At an emerging level, you are beginning to understand and explore digital sales channel opportunities. You're learning to strategize, develop, and implement basic digital sales initiatives, under guidance.

Developing

At a proficient level you are skilled in strategizing, implementing and optimizing digital sales channels to increase revenue and reach target customers effectively in the sales process.

Proficient

At an advanced level you are able to strategically develop and optimize digital sales channels to drive revenue growth, utilizing advanced data analytics and automation tools to maximize sales effectiveness.

Advanced

Expert

Foundational

At an emerging level, you are beginning to utilize digital networks for sales, developing preliminary understanding of building relationships and promoting products through social media platforms.

Developing

At a proficient level you are skilled in leveraging social media platforms to engage with customers, build relationships, and drive sales. You can effectively utilize digital tools to enhance your sales process.

Proficient

At an advanced level, you are adept at leveraging social media platforms to build relationships, engage with customers, and drive sales results by utilizing targeted and personalized communication strategies effectively.

Advanced

Expert

Foundational

At an emerging level, you are beginning to familiarise yourself with sales enablement tools. You demonstrate limited yet growing proficiency in utilising these tools to drive sales performance.

Developing

At a proficient level, you are able to effectively utilize various sales enablement tools to enhance your selling skills, increase productivity, and drive revenue within the sales process.

Proficient

At an advanced level, you are proficient in leveraging sales enablement tools to drive efficiency, effectiveness, and strategic alignment in the sales process, leading to increased revenue and customer satisfaction.

Advanced

Expert

Foundational

At an emerging level, you are developing an awareness of sales data analytics, starting to interpret trends and create insights that can shape your sales strategies and initiatives.'

Developing

At a proficient level, you are able to analyze sales data effectively to generate actionable insights that drive sales strategies and decision-making within the organization.

Proficient

At an advanced level, you are able to analyze sales data effectively, generate valuable insights, and recommend strategic actions that drive revenue growth and enhance overall sales performance within the organization.

Advanced

Expert

Foundational

At an emerging level, you are familiarizing yourself with digital marketing tools and techniques. You're beginning to implement basic strategies to enhance sales and customer engagement online.

Developing

At a proficient level you are adept at leveraging digital channels to drive sales, effectively targeting and engaging customers, optimizing campaigns, and analyzing data to inform strategic sales decisions.

Proficient

At an advanced level, you are adept at leveraging digital marketing strategies to generate leads, nurture prospects, and close sales successfully, maximizing ROI and driving revenue growth within the sales function.

Advanced

Expert

Foundational

At an emerging level, you are starting to understand your sales territory. You're using basic strategies to manage and track leads, and beginning to build customer relationships in your area.

Developing

At a proficient level you are able to effectively manage and optimize your sales territory by strategically planning routes, identifying key prospects, and maximizing opportunities for growth and revenue generation.

Proficient

At an advanced level, you are skilled in optimizing sales territories by strategically segmenting markets, identifying growth opportunities, and effectively managing relationships with key accounts to drive revenue growth.

Advanced

Expert

Foundational

At an emerging level, you are developing your understanding of sustainable sales practices. You consciously consider the environmental, social and economic impacts of sales activities, and apply basic sustainability principles.

Developing

At a proficient level, you are able to effectively integrate sustainable practices into your sales strategies, demonstrating a deep understanding of the importance of ethical and environmentally responsible sales techniques.

Proficient

At an advanced level you are able to consistently incorporate sustainability principles and practices into your sales strategies, demonstrating a deep understanding of how to ethically drive sales while protecting the environment.

Advanced

Expert

Foundational

At an emerging level, you are beginning to identify potential customer needs, qualify leads, and apply basic sales techniques to foster relationships and effectively initiate the sales process.

Developing

At a proficient level you are skilled at effectively identifying and qualifying leads in the sales process, ensuring that resources are allocated efficiently and opportunities are maximized.

Proficient

At an advanced level, you are skilled at qualifying leads efficiently, identifying key decision-makers, pain points, and establishing strong relationships. You can navigate complex sales environments with ease, resulting in high conversion rates.

Advanced

Expert

Foundational

At an emerging level, you are developing fundamental skills in sales training techniques. You can facilitate basic trainings. Improvement through feedback and practice is key at this stage.

Developing

At a proficient level you are skilled in utilizing various sales training techniques to enhance your ability to effectively communicate, persuade, and close deals with potential clients in a sales environment.

Proficient

At an advanced level you are a master in sales training techniques, utilizing advanced strategies to enhance sales effectiveness, coach others, and consistently exceed sales targets with innovative approaches.

Advanced

Expert

Foundational

At an emerging level, you are beginning to develop your sales presentation skills. You can present simplified sales content and assist in preparation of sales materials. Your delivery is basic yet effective.

Developing

At a proficient level you are able to deliver engaging and persuasive sales presentations, effectively showcasing product benefits and addressing customer needs, leading to increased sales and customer satisfaction.

Proficient

At an advanced level, you are able to deliver captivating sales presentations that effectively showcase the value of your products or services, engage customers, and ultimately drive sales success.

Advanced

Expert

Foundational

At an emerging level you are capable of identifying relevant global markets, understanding basic sales strategies, and beginning to adapt these strategies to fit different cultural and market dynamics.

Developing

At a proficient level, you are able to adapt sales strategies effectively to meet the needs of diverse global markets. You can analyze market trends, understand cultural nuances, and tailor your approach accordingly.

Proficient

At an advanced level, you are adept at adapting sales strategies for global markets, demonstrating a deep understanding of cultural nuances, market trends, and the ability to customize approaches for different regions.

Advanced

Expert

Foundational

At an emerging level, you are beginning to develop important customer service skills like active listening and problem-solving. You strive to understand customer needs and respond effectively in sales situations.

Developing

At a proficient level you are able to effectively address customer needs, provide tailored solutions, and build long-lasting relationships that drive sales and promote customer loyalty within a sales environment.

Proficient

At an advanced level, you are able to anticipate customer needs, demonstrate exceptional product knowledge, build strong relationships, and provide innovative solutions to drive sales and exceed targets in Sales.

Advanced

Expert

Foundational

At an emerging level, you are grasping key B2B sales techniques like product knowledge, customer relation skills and negotiation tactics. Your understanding of the sales process is still developing.

Developing

At a proficient level, you are adept at building strong relationships with business clients, understanding their needs, and effectively communicating how your products or services can meet those needs.

Proficient

At an advanced level you are a master of B2B sales skills, demonstrating exceptional knowledge of the sales process, ability to navigate complex sales cycles, and consistently exceed revenue targets.

Advanced

Expert

Foundational

At an emerging level, you are beginning to learn how to identify and pursue potential leads, using basic prospecting methods such as cold-calling, networking, and creating interest in products/services.

Developing

At a proficient level, you are adept at identifying potential leads, utilizing various channels effectively, and tailoring your approach to engage and capture the interest of potential customers in the sales process.

Proficient

At an advanced level, you are adept at leveraging various prospecting techniques such as social selling, networking events, and cold calling to consistently generate high-quality leads and drive sales outcomes.

Advanced

Expert

Foundational

At an emerging level, you are able to identify opportunities where AI and machine learning might enhance sales operations and possess basic knowledge on integration methods and tools relevant to sales.

Developing

At a proficient level, you are able to effectively integrate AI and machine learning technologies into your sales process, leveraging data-driven insights to optimize sales strategies and drive revenue growth.

Proficient

At an advanced level, you are proficient in integrating AI and machine learning technologies into sales processes to enhance forecasting accuracy, customer insights, and personalized recommendations for increased sales success.

Advanced

Expert

Foundational

At an emerging level, you are beginning to utilize data to inform sales strategies. You understand basic data analysis and relationship between metrics, but assistance may be required for complex analysis.

Developing

At a proficient level, you are able to effectively analyze and interpret sales data to guide your strategies, decision-making, and forecasting, resulting in improved overall sales performance and customer satisfaction.

Proficient

At an advanced level, you are able to effectively analyze and interpret complex sales data to drive strategic decision-making, optimize sales processes, and forecast future sales trends with precision.

Advanced

Expert

Foundational

At an emerging level, you are capable of initiating contact with potential customers, but still require guidance in understanding consumer behavior, closing deals, and meeting sales targets consistently.

Developing

At a proficient level you are skilled in effectively selling products or services directly to individual consumers (B2C) through building relationships, uncovering needs, and closing sales to meet targets.

Proficient

At an advanced level, you are adept at building relationships with individual customers, tailoring sales pitches to their needs, and effectively closing deals in a B2C sales environment.

Advanced

Expert

Foundational

At an emerging level, you are beginning to understand customer objections. You can identify common objections with guidance and attempt to navigate through them using basic problem-solving techniques.

Developing

At a proficient level you are adept at anticipating and addressing objections during the sales process. You can provide convincing responses that overcome customer concerns and lead to successful outcomes.

Proficient

At an advanced level, you are skilled at identifying and addressing objections effectively, using persuasive techniques to overcome resistance and close sales with finesse and confidence.

Advanced

Expert

Foundational

At an emerging level you are beginning to understand digital customer experience design. You can identify basic design principles in sales and apply them to simple customer interactions.

Developing

At a proficient level you are able to apply customer experience design principles in a digital environment to enhance sales strategies, using data-driven insights to optimize the customer journey and drive conversions.

Proficient

At an advanced level, you are adept at using digital tools to create personalized and seamless customer experiences, leveraging data insights to anticipate needs and exceed expectations in the sales process.

Advanced

Expert

Foundational

At an emerging level, you are comprehending the importance of sales ethics, learning to treat all customers with respect, honesty, and integrity, while abiding by all relevant sales laws and practices.

Developing

At a proficient level you are able to consistently demonstrate ethical behavior in sales interactions, ensuring transparency, honesty, and integrity in all your dealings with customers and colleagues.

Proficient

At an advanced level, you are upholding the highest standards of ethical conduct in all sales interactions, demonstrating integrity, honesty, and respect for customers and colleagues alike.

Advanced

Expert

Foundational

At an emerging level, you are familiarising yourself with e-commerce platforms and sales strategies, starting to apply them in basic scenarios while improving your understanding of customer behaviors online.

Developing

At a proficient level you are skilled in utilizing various online sales strategies to effectively drive sales through e-commerce channels, maximizing opportunities for revenue growth and customer acquisition.

Proficient

At an advanced level you are able to develop and implement sophisticated e-commerce sales strategies, utilizing data-driven insights to optimize sales performance and drive revenue growth in a competitive online market.

Advanced

Expert

Foundational

At an emerging level, you are familiar with basic closing techniques. You're able to identify opportunities and apply learned strategies to secure sales, though support and guidance are often required.

Developing

At a proficient level you are skilled at using a variety of closing techniques, such as trial closes, assumptive closes, and summarizing benefits to confidently secure sales in a timely manner.

Proficient

At an advanced level, you are a master at employing various closing techniques in sales, such as assumptive close, alternative choice close, or urgency close, with finesse and effectiveness.

Advanced

Expert

Foundational

At an emerging level, you are learning to use virtual and augmented reality tools for product demonstrations. You're starting to understand how these technologies can enhance sales presentations.

Developing

At a proficient level you are able to effectively use virtual and augmented reality technology to create immersive and engaging product demos that enhance the sales process and drive customer interest.

Proficient

At an advanced level, you are proficient in utilizing virtual and augmented reality to create immersive product demos that effectively engage customers and drive sales, showcasing a deep understanding of their needs.

Advanced

Expert

Foundational

At an emerging level, you are beginning to grasp the concept of team selling approach. You demonstrate basic understanding and participation in collaborative sales efforts with your team members.

Developing

At a proficient level, you are able to effectively collaborate with team members to identify client needs, create tailored solutions, and present a unified front during sales meetings, maximizing team selling effectiveness.

Proficient

At an advanced level, you are able to seamlessly integrate with team members to execute a cohesive strategy, leveraging each member's strengths to maximize sales outcomes and deliver exceptional customer value.

Advanced

Expert

Foundational

At an emerging level, you are beginning to understand sales contracts. You are capable of identifying potential negotiation points, but may require assistance to close out complex deal terms.

Developing

At a proficient level, you are skilled at negotiating sales contracts by effectively managing customer objections and closing deals that meet the needs of both parties, ultimately driving revenue growth.

Proficient

At an advanced level you are adept at strategically negotiating sales contracts, ensuring favorable terms, and securing mutually beneficial agreements that drive business growth and profitability.

Advanced

Expert

Foundational

At an emerging level, you are beginning to develop foundational sales strategies for managing client accounts. You are learning to build client relationships, understanding their needs and delivering appropriate solutions.

Developing

At a proficient level you are able to effectively nurture and grow existing accounts, maximizing sales opportunities through strong relationships and strategic account management techniques within the sales process.

Proficient

At an advanced level, you are adept at fostering long-term relationships with key accounts, driving revenue growth through strategic account planning, and identifying opportunities for upselling and cross-selling within the sales process.

Advanced

Expert

Foundational

At an emerging level, you are beginning to understand the importance of ethical selling and compliance in digital platforms, honing adherence to data protection and privacy laws in sales interactions.

Developing

At a proficient level you are able to navigate the complexities of ethical selling and compliance in a digital age, ensuring adherence to regulations and promoting trust with customers in sales interactions.

Proficient

At an advanced level, you are consistently demonstrating a deep understanding of ethical selling practices and compliance regulations in the digital sales landscape. You are setting a benchmark for ethical behavior.

Advanced

Expert

Foundational

At an emerging level, you are developing your knowledge in identifying customer needs and offering solutions. Your sales approach is proactive, and you've begun to effectively showcase product value.

Developing

At a proficient level, you are able to effectively identify customer needs, tailor solutions to fit those needs, and navigate complex sales processes with confidence and expertise in solution selling.

Proficient

At an advanced level, you are able to effectively identify client needs, tailor solutions, overcome objections, and close complex sales deals with a high degree of success in a competitive market.

Advanced

Expert

Foundational

At an emerging level, you are beginning to develop skills in sales coaching. You understand the fundamentals and demonstrate basic techniques in guiding others towards sales objectives.

Developing

At a proficient level you are able to effectively provide guidance and support to your sales team, helping them improve their selling techniques, close rates, and overall performance.

Proficient

At an advanced level, you are adept at providing strategic guidance, constructive feedback, and tailored development plans to empower sales teams to achieve maximum success and exceed targets consistently.

Advanced

Expert

Foundational

At an emerging level you are beginning to understand pipeline management, developing skills in filling, managing, and progressing leads, with guidance and support from more experienced team members.

Developing

At a proficient level, you are able to effectively manage and cultivate leads in the sales pipeline, ensuring a steady flow of potential customers and maximizing conversion rates.

Proficient

At an advanced level, you are adept at effectively managing and optimizing sales pipelines, expertly analyzing data to forecast accurately, and strategizing to drive consistent sales growth and success.

Advanced

Expert

Foundational

At an emerging level, you are familiarising yourself with sales automation tools, learning to use them to automate repetitive tasks and beginning to improve overall sales efficiency.

Developing

At a proficient level, you are able to effectively leverage sales automation and efficiency tools to streamline processes, increase productivity, and drive sales results within the organization.

Proficient

At an advanced level you are proficient in utilizing sales automation and efficiency tools to streamline processes, maximize productivity, and improve sales performance, demonstrating advanced technical skills and strategic thinking.

Advanced

Expert

Foundational

At an emerging level, you are beginning to understand key sales performance metrics. You track basic markers and apply simple data analysis techniques to observe your sales productivity and efficiency.

Developing

At a proficient level you are able to effectively analyze and interpret sales performance metrics, using them to make strategic decisions and drive improvements in sales outcomes within the organization.

Proficient

At an advanced level, you are proficient in analyzing and interpreting sales performance metrics to identify trends, optimize strategies, and drive revenue growth in a sales environment.

Advanced

Expert

Foundational

At an emerging level, you are learning to effectively communicate the unique benefits of your product or service, beginning to align them with customer needs to generate sales interest.

Developing

At a proficient level, you are able to clearly articulate the unique value proposition of your product or service, demonstrating a deep understanding of how it meets the specific needs of your customers.

Proficient

At an advanced level, you are able to articulate value propositions in a compelling and persuasive manner, demonstrating an in-depth understanding of customer needs and effectively positioning the benefits of your product or service.

Advanced

Expert

Foundational

At an emerging level, you are beginning to understand the importance of client retention strategies. You're familiarising yourself with techniques to maintain relationships, ensure customer satisfaction, and drive repeat sales.

Developing

At a proficient level, you are able to effectively implement client retention strategies, such as personalized follow-ups and ongoing communication, to maintain and strengthen relationships with current customers in the sales process.

Proficient

At an advanced level you are able to identify, develop, and implement sophisticated client retention strategies that effectively cultivate long-term relationships and drive sales growth within your organization.

Advanced

Expert

Foundational

At an emerging level, you are beginning to understand the key principles of cross-cultural sales adaptation. You grasp basic strategies but need more exposure and practice to apply them effectively.

Developing

At a proficient level, you are able to adapt your sales approach effectively to different cultural backgrounds, demonstrating understanding and sensitivity to cultural nuances in order to build strong relationships and drive sales.

Proficient

At an advanced level, you are able to seamlessly adapt your sales approach to various cultural nuances, fostering strong relationships and effectively meeting the needs of diverse clients for maximum sales success.

Advanced

Expert

Foundational

At an emerging level, you are beginning to recognize the emotional needs of clients. You demonstrate empathy, use active listening, and apply emotional information to enhance your sales strategy.

Developing

At a proficient level you are able to effectively understand and manage your own emotions, as well as recognize and influence the emotions of others to build strong, meaningful relationships in sales.

Proficient

At an advanced level you are adept at managing emotions effectively in sales interactions, demonstrating empathy, self-awareness, and strong relationship-building skills to drive successful outcomes and foster long-term client partnerships.

Advanced

Expert

Foundational

At an emerging level, you are familiar with the basics of sales reporting and analysis. You can perform simple sales data analysis and generate entry-level reports, learning as you progress.

Developing

At a proficient level, you are able to analyze sales data effectively, generate comprehensive reports, and provide valuable insights to drive sales strategies and decision-making within the organization.

Proficient

At an advanced level you are adept at conducting in-depth analyzes of sales data, identifying trends, and generating actionable insights to drive strategic decision-making and improve overall sales performance.

Advanced

Expert