The 2023 State of
Sales Competencies Insights
How do you attach revenue results to enablement and readiness? First, put pen to paper and define your ideal state.
The 2023 State of
We analyzed activity from more than one million users at 400 companies using Mindtickle to
help you understand how winning teams ensure reps are always ready to close more deals.
help you understand how winning teams ensure reps are always ready to close more deals.
400+
Companies
1M+
Users
143K+
Monthly mobile users
190+
Countries
300K+
Calls recorded
State of Sales Competencies Insights
How do you attach revenue results to enablement and readiness? First, put pen to paper and define your ideal state.
The Ideal Rep Profile™ (IRP) helps sales organizations define and benchmark top competencies reps must possess to be successful in the field.
Ideal Rep Profile
Practice
The knowledge a rep must have
Skills
The ways reps should act in the field
Interactions
How a rep actually performs in the field
How IRP by role has changed
With a swing in the market comes a change in the wind for what customers are prioritizing in their IRP :
| Roles | Top 3 most used competencies for these roles |
|---|---|
| Account Executive |
1Sales discovery skills 2Value articulation 3Objection handling |
| Business Development Representative |
1Lead qualification 2Objection handling 3Email personalization |
| Channel Sales |
1Product knowledge 2Value articulation 3Objection handling |
| Customer Success |
1Communication skills 2Renewal/Upsell 3Resolving customer issues |
| Sales Engineers |
1Use case knowledge 2Articulating business knowledge 3Product knowledge |
We recommend that at least half of your included skills be standard selling skills and the remaining skills can be more specific to your industry, or Ideal Customer Profile. Customers who followed our recommendation have found, on average, that 67% of their IRP has been consistently relevant and updates to their IRPs have been easier to keep maintain.
“ We really need a full picture of what makes an ideal rep within our organization because we can’t clone reps. You cannot clone your best of your best, but you can take some of the learnings from what has made them successful, extract that from them, and tie that into your IRP. ”
Nick Gregory
Exceed performance goals
Download the 2023 State of Sales Productivity Report now so you can help your organization exceed performance goals and create more top performers this year.
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