The global skills and competency framework for the digital world

Selling SALE

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

Revision notes

Updates for SFIA 9

  • Theme(s) influencing the updates for this skill: Making SFIA easier to consume (enhance readability/guidance/descriptions).
  • Content and/or readability changes have been made to levels 3, 4, 5, and 6.
  • Some changes to allow for the new skill - Bid/proposal management
  • You can move to SFIA 9 when you are ready - SFIA 8 skill descriptions will still be available to use.
  • Previous SFIA assessments or skills mapping are not impacted by this change.

Guidance notes

Activities may include, but are not limited to:

  • identifying, qualifying and prospecting sales leads through appropriate channels
  • developing customer interest by building rapport, understanding needs, and proposing solutions
  • preparing, executing and monitoring sales of products or services in external or internal markets
  • conducting value analysis, delivering presentations, and negotiating terms to close sales
  • collaborating with bid/proposal management teams to support sales efforts
  • managing and growing relationships with existing customers, including identifying upselling and cross-selling opportunities
  • conducting regular account reviews and needs assessments to ensure ongoing customer satisfaction.

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 responsibilities.

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 who are performing higher level tasks and activities
Where higher levels are not defined...
  • You can progress by developing related skills which are better suited to higher levels of organisational leadership.

Show/hide extra descriptions and levels.

Levels of responsibility for this skill

3 4 5 6

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.

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

Responds to assigned sales leads. Assists in maintaining relationships with existing customers and identifies potential opportunities for additional sales or services.

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 guides others, delegates tasks when appropriate, works autonomously under general direction, and contributes expertise to deliver team objectives.

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 to achieve sales objectives.

Understands customers and their needs, and develops and enhances customer relationships before, during and after the conclusion of agreements/contracts. Identifies opportunities for upselling and cross-selling within the existing customer base.

Selling: Level 5

Level 5 - Ensure, advise: Essence of the level: Provides authoritative guidance in their field and works under broad direction. Accountable for delivering significant work outcomes, from analysis through execution to evaluation.

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. Collaborates with bid teams to align sales strategies.

Agrees and signs contracts. Maintains customer contact during and after sales to pre-empt issues and identify opportunities. Develops strategies for account growth and retention. Implements initiatives to ensure long-term value and loyalty.

Plans, monitors and controls sales teams. Contributes to the development 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, promotes organisational collaboration, and accepts accountability in key areas.

Oversees the organisation's sales activities to align with business objectives.

Approves sales proposals and targets. Develops sales policy and strategy, and contributes to the marketing strategy. Works with bid management to ensure sales strategies are effectively represented in major proposals.

Negotiates with senior customer representatives on technical and contractual issues. Agrees and signs contracts.

Collaborates on evolving services, products, systems and contracts to meet future customer needs. Implements strategies for lifetime customer value and partnerships. Oversees key account management programmes.

Keywords
Small change