Level III: Competent and Confident
Usually uses the behaviour but sometimes reverts to old habits when faced with pressure situations.
Can explain the process.
Confident using the behavioural sequence when in control of the situation.
Area of sound performance.
Has developed reflexive responses to familiar sales situations.
Can explain fully the skills process and the common areas of application.
Confident and willing to use the skills process when in control of the sales situation.
Needs additional exposure to challenging opportunities to enhance reflexive responses.
To maintain motivation and growth this person needs:
Empowerment to innovate and initiate action.
Advanced skills development.
Team building participation.
Opportunities to assist in field “buddy” activities.
Level IV: Mastery
Always uses the behaviour in all situations.
Competent to mentor others in use of the process.
Persists with behaviour in pressure situations
Area of excellent performance.
Consistently achieves above average results.
High personal motivation.
Makes things happen; searches for innovative ideas continuously.
High success rate; enjoys success and actively seeks it.
Appears consistently to be able to achieve objectives with little or no assistance.
Appears to others as visible and available with a sense of urgency.
Encourages others to succeed.
Has an extremely open mind to new ideas.
Totally committed, gives 100%.
Does not have the time or inclination to be ill.