Sales Manager Competencies Self-Assessment Survey

Thank you for participating in this self-assessment survey. We have developed the Sales Manager Competency Model to better define performance expectations for sales manager roles. Now we are asking you to make a personal commitment to assess your current level of proficiency in each competency using the following scale:

1 = You show basic knowledge and understanding sufficient to handle routine tasks, so your focus is on learning.

2 = You have sufficient knowledge to handle routine and some non-routine situations. Your focus is on applying and enhancing knowledge or skill.

3 = You are an emerging expert who can handle broad organizational/professional issues. You work independently and have a long-term perspective.

4 = You are an expert or teacher whose advice is sought out by peers in this position. You are considered the "go to" person in this role.

Note: The questions are situational, so indicate your proficiency in each situation in your current position.

Please allow 15 minutes to complete and submit your survey by 5:00 PM CST Friday, February 27.

When you've successfully completed and submitted your assessment, you'll see the message "Thank you. Your responses have been submitted." If you don’t see the message, please check for any missing information and submit it again.

Your responses, as well as your manager's input, will help us identify competency gaps and ensure the right training offerings are available to develop your sales management knowledge and skills. You can then work with your manager to prioritize and incorporate your sales management development objectives into your Individual Development Plan (IDP).

For technical assistance regarding the online survey tool, please contact Todd Onnen at ext. 8304. Please contact Mike Briggs at Ext. 7958, or Judy St. Vincent at Ext. 8207 if you have any questions about the survey.

Tools

A red asterisk (*) indicates required questions.

Name:*

	Arvold, Kevin
	Baltzer, John
	Baxter, Mark
	Boswell, Dave
	Brewer-Peach, Teresa
	Butler, Paul
	Dages, James
	Davenport, Jeffrey
	Elleray, Vicky
	Fahey, Paul
	Farley, William
	Flogel, Jennifer
	Gordon-Hass, Ruth
	Guild, Christopher
	Hochsprung, Susan
	Kolvek, Robin
	McElhenie, Patrick
	Munley, Thomas
	Powell, Rick
	Rice, Thomas
	Rupertus, William
	Skillington, Richard
	Thompson, Matthew
	Wichman, Jane
	Yaeger, James
	Zears, Julie

Role:*

	Sales Specialist Manager
	Sales Executive or Representative Manager
	Account Consultant Manager

Segment: (Check all that apply)*

	National
	Region
	Select
	Distribution Support

Your Manager's Name:*

	Defnet, Mike
	Estep, Jill
	Hochsprung, Susan
	Manzer, John
	Mooney, Troy
	Munley, Thomas
	Sweitzer, David
	Truly, DeLania

Sales Management
Sales Strategies/Culture: Understands and clearly articulates Sales’ strategic focus and objectives to create a strong sales culture. Ensures appropriate solutions are identified, proposed and implemented. Establishes a common understanding of expectations for results, values and competencies, and gains support across all business areas to ensure account teams successfully achieve goals, in alignment with segment and corporate goals. Effectively engages and aligns cross-organizational resources around common goals. Creates the right culture to achieve a common vision. *

1	2	3	4

Goals & Expectations: Understands, cascades and champions corporate sales goals down to territory and individual level, aids team members in establishing a line of sight between their individual goals and broader team and corporate goals. Sets team expectations and establishes territory and individual sales goals to ensure corporate goals are achieved.*

1	2	3	4

Pipeline/Forecasting Management: Sets expectations for recording and managing deals utilizing appropriate sales technology and tools to ensure accurate forecasting and pipeline management. *

1	2	3	4

Sales Planning & Management: Establishes and manages an ongoing territory planning strategy and process that leads to achieving organizational goals for acquisition, growth and retention of business.*

1	2	3	4

Sales Execution: Effectively allocates, aligns and utilizes resources to achieve goals. Engages in customer interactions as needed to effectively understand and influence top risks and opportunities. Ensures adherence to and execution of sales process and demonstrates personal command of sales process when engaged with sales team. Drives team to meet established corporate guidelines around sales process metrics. Works with peers to share and leverage best practices across the sales organization. *

1	2	3	4

Talent Recruiting: Establishes a recruiting network that yields a consistent pipeline of quality candidates. Consistently involves peers and/or manager to help qualify candidate pool ahead of hiring needs. Hires the right team to drive toward the vision for the business. *

1	2	3	4

Talent Development: Extends development planning “in-job” to help team members plan their career and development required to achieve career goals. Identifies and develops potential successors. Ensures individuals and teams are working efficiently and effectively to achieve business results. Builds trust and establishes clear expectations through consistent, ongoing communication, both face-to-face and virtually, to help team members tailor and execute against development plans.*

1	2	3	4

Sales Coaching: Demonstrates expertise and flexibility in understanding and coaching to CUNA Mutual’s sales process. Understands and effectively applies CUNA Mutual’s sales management coaching process, tools, templates, systems and reports within recommended coaching timelines. Consistently demonstrates personal command of sales process. Manages and coaches front-line sales staff to apply CUNA Mutual’s sales, renewal, growth and/or retention processes. Recognizes and addresses root causes of sales problems through various methods, including deal coaching, skill coaching and joint sales calls. Applies experience and expertise to analyze patterns and identify key gap areas for improvement.*

1	2	3	4

Rewards/Recognition: Understands each team member’s individual requirements for motivation and recognition. Reinforces a meritocracy culture by providing appropriate recognition and rewards based on individual motivations and performance. Understands sales compensation model and reinforces the broader context of “total rewards.” Links compensation and recognition to strategies, behaviors and results.*

1	2	3	4

Managing the Business
Account Planning: Creates, documents and executes an overall account strategy that aligns with the customer and organization's goals and results in acquisition, growth and retention of business.*

1	2	3	4

Territory Planning: Operates the territory as a business; Consistently follows a rigorous planning process; Understands and utilizes economic, financial and industry data to accurately diagnose territory strengths and weaknesses; Identifies key issues and opportunities and develops a territory strategy and plan.*

1	2	3	4

Manage Account/Territory Performance: Executes to achieve customer and organization goals by managing resources and expectations based on an excellent understanding of overall account profitability.*

1	2	3	4

Managing Tasks and Plans: Builds, monitors and executes action plans with defined milestones and deliverables based on prioritized needs of the territory; Able to locate and navigate resources to get work done efficiently.*

1	2	3	4

Building Relationships
Relationship Strategy: Develops business relationships with the key decision makers and influencers to ensure access at all levels of the account; Consistently advocates for mutually beneficial results.*

1	2	3	4

Consultative Selling
Discover: Validates team assumptions by asking questions to understand the customers business needs and the value of CUNA Mutual's solutions to the customer; Works to create a buying vision with Power which leads to a detailed next steps plan. *

1	2	3	4

Assess: Utilizes resources and tools to further understand and quantify the customer's impact, the value of the solution, and the customer's level of motivation to change or adopt a new solution. *

1	2	3	4

Propose: Able to demonstrate the financial impact of CUNA Mutual products on the customer financial goals, collaborates with others to design the appropriate solutions and validate with the client.*

1	2	3	4

Close: Able to negotiate a mutually beneficial solution that is measurable and brings the intended value to the customer; Obtains appropriate documentation for implementation of the product.*

1	2	3	4

Post-Sale: Demonstrates the understanding of effectively handing off the sale to implementation. Ability to analyze the win/loss of the deal. *

1	2	3	4

Knowing the Business
CUNA Mutual Group Business: Demonstrates an understanding of CUNA Mutual Group's operations and financial performance, strategic direction and critical business issues; Knowledgeable of the industry; Knowledgeable of the competitive landscape, their operating model and their impact to our business.*

1	2	3	4

Customers' Business (e.g., Credit Union and other customers): Demonstrates an understanding of the customer's operations and financial performance, their strategic direction and critical business issues; Knowledgeable of the industry, the competitive landscape and impact to the customer's business; Able to identify and quantify customer risk/exposure.*

1	2	3	4

Partners' Business (e.g., Leagues): Demonstrates an understanding of the partner's operations (including its board of directors) and financial performance, their strategic direction and critical business issues; Knowledgeable of the partner's services to its members; Knowledgeable of existing agreements between CUNA Mutual Group and the league (Partnership Plan, Marketing Agreement); Understands when and how to leverage the league partnership in the Sales Process; Able to identify and understand third party relationships and risk/exposure to the Credit Union.*

1	2	3	4

Product Knowledge - Consumer Products
Product Attributes: Able to articulate technical knowledge of the product, including contracts/ agreements, concepts, terminology, requirements, capabilities, coverage examples, recent contract changes, compliance, etc. Able to articulate the product value proposition. Able to articulate the eligibility/qualification requirements for the product. Able to articulate product bundling, such as which products are designed to and likely to be packaged together. *

1	2	3	4

Workflow/Processes: Able to use people, process and technology needed to 1) execute processes for Proposal, Implementation, Renewal and Cancellation; 2) execute Customer Operations processes for Claims, Service Execution and Escalation; 3) execute the Underwriting & Pricing and Escalation. Able to deliver Product Reviews.*

1	2	3	4

Product Usage: Able to direct customers to and explain use of available customer tools and information. Able to make appropriate product recommendation based on identified risks and exposures.*

1	2	3	4

Competitive Landscape and Differentiators: Able to describe competitors’ products and value proposition, answer specific issues related to key competitors’ products and articulate CUNA Mutual Group product differentiators.*

1	2	3	4

Product Knowledge - Commercial Products
Product Attributes: Able to articulate technical knowledge of the product, including contracts/ agreements, concepts, terminology, requirements, capabilities, coverage examples, recent contract changes, compliance, etc. Able to articulate the product value proposition. Able to articulate the eligibility/qualification requirements for the product. Able to articulate product bundling, such as which products are designed to and likely to be packaged together.*

1	2	3	4

1	2	3	4

Product Usage: Able to direct customers to and explain use of available customer tools and information. Able to make appropriate product recommendation based on identified risks and exposures.*

1	2	3	4

1	2	3	4

Product Knowledge - Services
Product Attributes: Able to articulate technical knowledge of the product, including contracts/ agreements, concepts, terminology, requirements, capabilities, coverage examples, recent contract changes, compliance, etc. Able to articulate the product value proposition. Able to articulate the eligibility/qualification requirements for the product. Able to articulate product bundling, such as which products are designed to and likely to be packaged together.*

1	2	3	4

1	2	3	4

Product Usage: Able to direct customers to and explain use of available customer tools and information. Able to make appropriate product recommendation based on identified risks and exposures.*

1	2	3	4

1	2	3	4

Personal Effectiveness
Communication Planning: Develops communications in varying levels of complexity and sophistication to match the audience; Uses the appropriate communication method/channel to create action in others.*

1	2	3	4

Crafting the Message: Identifies key concepts and themes in complex data/information; Able to craft a clear, effective written or oral message, for example: determining objectives, preparing an outline, using a strong opening and closing, etc.*

1	2	3	4

Delivery and Facilitation: Able to plan and prep for meetings, including establishing agendas, timing, objectives, roles; Clearly delivers message and ensures participant understanding; Effective in all settings including one-on-ones and large groups, planned and spur of the moment, virtual and face-to-face; Able to adapt as needed to group dynamics; Manages meeting to achieve planned objectives; Follows-up as needed.*

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