In this episode, we reveal the secret tool every sales manager should be using: the competency framework. This essential tool provides a non-biased, structured way to evaluate your team's observable behaviors and align them with job expectations. If you’re not already using a competency framework, it’s time to start!

1. Understanding Competency Frameworks: Learn what a competency framework is and why it's important for assessing your team's performance. We'll break down its components, including core competencies, rating levels, and how it ties into job descriptions.

2. Building Your Own Framework: Get practical advice on creating a competency framework tailored to your team. We'll discuss how to use job descriptions and annual goals to define competencies and provide clear, observable behaviors for each rating level.

3. Applying the Framework: Discover how to use this tool in your day-to-day management. We cover the importance of working with your team, whether in the field or on calls, and how to rate observable behaviors.

4. Real-World Examples: Hear real-life stories of how the competency framework helped manage team members at different performance levels—from those needing improvement to high achievers ready for promotion. Learn how to use the framework to give constructive feedback, support development, and advocate for promotions.

By the end of this episode, you’ll have a clear understanding of how to implement a competency framework and use it to drive your team’s success. Plus, we have a free resource for you!

Go to https://www.illuminatesalesconsulting.com/5-tips-to-make-the-most-of-your-mid-year-reviews to grab it.

#salesmanagement #leadershipskills #leadershipdevelopment #feedback #teamdevelopment

In this episode, we reveal the secret tool every sales manager should be using: the competency framework. This essential tool provides a non-biased, structured way to evaluate your team's observable behaviors and align them with job expectations. If you’re not already using a competency framework, it’s time to start!

We will cover:

1. Understanding Competency Frameworks: Learn what a competency framework is and why it's important for assessing your team's performance. We'll break down its components, including core competencies, rating levels, and how it ties into job descriptions.

2. Building Your Own Framework: Get practical advice on creating a competency framework tailored to your team. We'll discuss how to use job descriptions and annual goals to define competencies and provide clear, observable behaviors for each rating level.

3. Applying the Framework: Discover how to use this tool in your day-to-day management. We cover the importance of working with your team, whether in the field or on calls, and how to rate observable behaviors.

4. Real-World Examples: Hear real-life stories of how the competency framework helped manage team members at different performance levels—from those needing improvement to high achievers ready for promotion. Learn how to use the framework to give constructive feedback, support development, and advocate for promotions.

By the end of this episode, you’ll have a clear understanding of how to implement a competency framework and use it to drive your team’s success. Plus, we have a free resource for you!

In this episode, we dive into why your one-on-one meetings with your team might be falling short and we give you practical solutions on how to fix them.

Here are three areas that you might be making mistakes with your one-on-one’s:

1. Lack of Preparation: Discover the importance of preparing for your one-on-ones to make them productive and keep your team accountable. Get tips on how to create a follow-up list to discuss with your team.

2. Infrequent Meetings: Learn why the frequency of your one-on-ones matters and how they can be used to help build rapport. Understand the negative impact of regularly canceling your one-on-ones and how it can affect team loyalty.

3. Lack of Structure: Find out how having just a structure to your one-on-ones can make them more effective. You'll also get insights on tailoring the format based on your team members' DISC profiles for better engagement.

With these tips and strategies, you’ll be able to improve the quality of your one-on-one meetings, boost communication, enhance accountability, and build a positive team culture. Let’s get started!

Join us for a great discussion on the three fundamental keys to creating a team newsletter that not only informs but also inspires and connects your team members. Whether you're aiming to boost morale, improve communication, or share important updates, these three keys will help set up your team for success.

Ever wish you had a personal decoder to understand your team better? Well, get ready to become a pro at reading the DISC profiles of your team! We will break down each DISC style, provide helpful tips for how to meet one on one with each style, and how to use email to help figure out what style someone is. Visit illuminatesalesconsulting.com/podcast-6 to grab your free manager DISC resource!