Selling SALE
(unchanged)
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 |
Click to learn why SFIA skills are not defined at all 7 levels.
Show/hide extra descriptions and levels.
Level 1
Level 2
Selling: Level 3
(unchanged)
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
(unchanged)
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
(unchanged)
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
(unchanged)
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.