The global skills and competency framework for the digital world

Selling SALE

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Finding prospective customers and working with them to identify needs, influence purchase decisions and enhance future business opportunities.

SFIA 9 is in development

  • SFIA 9 beta due in early July 2024
  • SFIA 9 planned for publication October 2024

Guidance notes

(modified)

Activities may include, but are not limited to:

  • identifying and qualifying sales prospects
  • prospecting and outreach to potential customers using appropriate channels
  • developing customer interest, building rapport and trust
  • asking questions about goals and challenges and finding a solution
  • preparing, executing and monitoring the sale of products or services into an external or internal market
  • bid management, value analysis, negotiation, sales presentations, closing the sale, preparation of contracts.

Understanding the responsibility levels of this skill

Where lower levels are not defined...

  • Specific tasks and responsibilities are not defined because the skill requires a higher level of autonomy, influence, and complexity in decision-making than is typically expected at these levels. You can use the essence statements to understand the generic responsibilities associated with these levels.

Where higher levels are not defined...

  • Responsibilities and accountabilities are not defined because these higher levels involve strategic leadership and broader organisational influence that goes beyond the scope of this specific skill. See the essence statements.

Developing skills and demonstrating responsibilities related to this skill

The defined levels show the incremental progression in skills and reponsibilities.

Where lower levels are not defined...

You can develop your knowledge and support others who do have responsibility in this area by:

  • Learning key concepts and principles related to this skill and its impact on your role
  • Performing related skills (see the related SFIA skills)
  • Supporting others with tasks (generic examples are provided by the essence statements for each level)

Where higher levels are not defined...

  • You can progress by developing related skills which are better suited to higher levels of organisational leadership.

Levels

Defined at these levels: 3 4 5 6

Show/hide extra descriptions and levels.

Level 1

Level 1 - Follow: Essence of the level: Performs routine tasks under close supervision, follows instructions, and requires guidance to complete their work. Learns and applies basic skills and knowledge.

Level 2

Level 2 - Assist: Essence of the level: Provides assistance to others, works under routine supervision, and uses their discretion to address routine problems. Actively learns through training and on-the-job experiences.

Selling: Level 3

Level 3 - Apply: Essence of the level: Performs varied tasks, sometimes complex and non-routine, using standard methods and procedures. Works under general direction, exercises discretion, and manages own work within deadlines. Proactively enhances skills and impact in the workplace.

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Identifies new leads and prospects and communicates them to the sales manager.

Responds to assigned sales leads.

Applies agreed standards and tools to perform simple sales tasks or support complex sales processes.

Monitors and reports on assigned sales quota, performance, customer satisfaction, market intelligence and competitors.

Selling: Level 4

Level 4 - Enable: Essence of the level: Performs diverse complex activities, supports and supervises others, works autonomously under general direction, and contributes expertise to deliver team objectives.

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Identifies and qualifies new sales leads and prospects with a view to developing a pipeline of potential opportunities.

Manages existing sales leads.

Collects and uses information in order to achieve sales objectives.

Understands customers and their needs, and develops and enhances customer relationships before, during and after the conclusion of agreements/contracts.

Selling: Level 5

Level 5 - Ensure, advise: Essence of the level: Provides authoritative guidance in their field and works under broad direction. Accountable for achieving workgroup objectives and managing work from analysis to execution and evaluation.

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Designs and implements sales strategies and works with senior management to implement sales plans.

Develops and maintains effective customer relationships at executive levels and qualifies new sales leads.

Leads the bid process within the organisation. Agrees and signs contracts. Maintains customer contact during and after the selling process to pre-empt any issues and identify further opportunities.

Plans, monitors and controls the work of sales teams. Contributes to the development and training of sales teams and product/service development.

Selling: Level 6

Level 6 - Initiate, influence: Essence of the level: Has significant organisational influence, makes high-level decisions, shapes policies, demonstrates leadership, fosters organizational collaboration, and accepts accountability in key areas.

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Oversees the organisation's sales activities to ensure they are aligned with business objectives.

Approves sales proposals and targets. Develops and implements organisational sales policy and strategy, and contributes significantly to the development of marketing strategy.

Negotiates with customer representatives at the most senior level on both technical and contractual issues. Agrees and signs contracts.

Collaborates on the evolution of services, products systems, and standard contracts to support alignment with future customer needs.

Level 7

Level 7 - Set strategy, inspire, mobilise: Essence of the level: Operates at the highest organisational level, determines overall organisational vision and strategy, and assumes accountability for overall success.