Head of Sales

Competencies of the Head of Sales

How to read the competency table and chart?
The percentage score (%) represents the expertise level required for this position, click on score for more details. Future skills, which are important to your organization's competitivity in the long run, are highlighted with a .

Competencies of the Head of Sales

Development plan for Head of Sales

Remember that all Learning & Development (L&D) activities and trainings should be balanced to achieve maximum results. For all Active Learning you perform, remember to balance with Social Learning and several Stretch assignments for the Head of Sales to put in practice newly learned skills.

Competency
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Type
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Category Activity
Contract management Social Learning. An activity where you learn from others. Like mentoring or coaching. Social Learning Feedback from expert Organize training session with legal manager/lawyer to collect best practices
Contract management Stretch assignment. An activity that pushes you outside of your comfort zone to learn new skills in practice. Stretch assignments Group project (inter-department) Schedule workshop with key stakeholders to review standard contract template
Contract management Stretch assignment. An activity that pushes you outside of your comfort zone to learn new skills in practice. Stretch assignments Individual assignment Create process to review periodically contract exposure with key stakeholders
Customer engagement Stretch assignment. An activity that pushes you outside of your comfort zone to learn new skills in practice. Stretch assignments Individual assignment Identify and roll out 1 customer engagement practice from this Hubspot article >> Get started
Customer engagement Social Learning. An activity where you learn from others. Like mentoring or coaching. Social Learning Feedback from customers Collect top 5 key decision factors that impact your customers churn rate
Customer engagement Stretch assignment. An activity that pushes you outside of your comfort zone to learn new skills in practice. Stretch assignments Individual assignment Set up an action to contact sleeping prospects in your CRM
Influential communication Active Learning. An activity where you are deeply engaged in absorbing new knowledge. Like a classroom training, reading a manual or following an E-Learning class. Active Learning E-learning course Lead with emotional intelligence (1 hour, inc. certificate) >> Learn more
Influential communication Stretch assignment. An activity that pushes you outside of your comfort zone to learn new skills in practice. Stretch assignments Individual assignment Apply top 3 tactics to influence clients during your next customer meeting >> Get started
Influential communication Social Learning. An activity where you learn from others. Like mentoring or coaching. Social Learning Feedback from peer Organize a pitching workshop and gather comments on good practices
Influential communication Active Learning. An activity where you are deeply engaged in absorbing new knowledge. Like a classroom training, reading a manual or following an E-Learning class. Active Learning Group project (in department) Personal Effectiveness and Power (incl. Certification) >> Learn more
Negotiation Social Learning. An activity where you learn from others. Like mentoring or coaching. Social Learning Feedback from expert Discuss winning negotiation practices with your company's top sales manager
Negotiation Active Learning. An activity where you are deeply engaged in absorbing new knowledge. Like a classroom training, reading a manual or following an E-Learning class. Active Learning E-learning course Masterclass on negociation (3 hours) >> Learn more
Negotiation Active Learning. An activity where you are deeply engaged in absorbing new knowledge. Like a classroom training, reading a manual or following an E-Learning class. Active Learning E-learning course Successful negotiation skills and tactics (16 hours, incl. certificate) >> Learn more
Negotiation Stretch assignment. An activity that pushes you outside of your comfort zone to learn new skills in practice. Stretch assignments Individual assignment Apply 4 steps to saying NO at negotiation stage >> Get started
People management Active Learning. An activity where you are deeply engaged in absorbing new knowledge. Like a classroom training, reading a manual or following an E-Learning class. Active Learning E-Learning course Mentoring with impact course (1.5 hours) >> Learn more
People management Active Learning. An activity where you are deeply engaged in absorbing new knowledge. Like a classroom training, reading a manual or following an E-Learning class. Active Learning Book/article reading Boosting people confidence and ability by giving feedback >> Learn more
People management Active Learning. An activity where you are deeply engaged in absorbing new knowledge. Like a classroom training, reading a manual or following an E-Learning class. Active Learning E-learning curriculum Elevate your Managerial Approach (8 weeks, incl. certificate) >> Learn more
People management Active Learning. An activity where you are deeply engaged in absorbing new knowledge. Like a classroom training, reading a manual or following an E-Learning class. Active Learning E-learning course How to Use SMART Goals: Achieve more in less time (30 min) >> Learn more
People management Active Learning. An activity where you are deeply engaged in absorbing new knowledge. Like a classroom training, reading a manual or following an E-Learning class. Active Learning E-learning course Sales Enablement Tools Productivity >> Learn more
People management Active Learning. An activity where you are deeply engaged in absorbing new knowledge. Like a classroom training, reading a manual or following an E-Learning class. Active Learning E-learning course Sales Force Management >> Learn more
People management Active Learning. An activity where you are deeply engaged in absorbing new knowledge. Like a classroom training, reading a manual or following an E-Learning class. Active Learning E-learning course Sales Team Management >> Learn more
Value selling Stretch assignment. An activity that pushes you outside of your comfort zone to learn new skills in practice. Stretch assignments Coaching (individual) Explore the B2B elements of value and rework your pitch deck to focus on 3 >> Get started
Value selling Stretch assignment. An activity that pushes you outside of your comfort zone to learn new skills in practice. Stretch assignments Individual assignment Identify and validate which B2B elements of value matter to customers >> Get started
Value selling Stretch assignment. An activity that pushes you outside of your comfort zone to learn new skills in practice. Stretch assignments Individual assignment Perform value-centric customer meetings for a week, no product features talks >> Get started
Value selling Social Learning. An activity where you learn from others. Like mentoring or coaching. Social Learning Feedback from peer Study and discuss how value-focused is your company's sales approach >> Get started

Request a personalized development plan for your company

We know all companies are different. Blended learning plans can differ greatly based on industry, business model, location and employees profiles. To craft a more customized development plan for the position of Head of Sales at your company with our experts, please schedule a 30-mn online conversation with our L&D experts.