Role profiles with competencies, interview signals and KPIs to align hiring and development for sales teams.
A competency framework aligns hiring, coaching and progression. Start with clear expectations by role.
SDR (pipeline creation)
- Competencies: Prospecting discipline, research, messaging, resilience, coachability.
- Signals: Examples of multi‑channel campaigns; response/meeting ratios; curiosity.
- KPIs: Qualified meetings/month, opps created, sequence adherence.
AE (new business)
- Competencies: Discovery depth, business acumen, value articulation, deal strategy, closing.
- Signals: MEDDICC/BANT fluency, multi‑threading stories, win/loss analysis.
- KPIs: Pipeline added, win rate, cycle length, quota attainment.
AM/CSM (expansion & retention)
- Competencies: Relationship management, renewal strategy, commercial savvy, negotiation, problem solving.
- Signals: QBR examples, churn rescues, expansion playbooks.
- KPIs: NRR/GRR, expansion revenue, health scores, renewal timeliness.
Using the framework
Tie interview scorecards, onboarding plans and performance reviews to these competencies; publish progression paths and salary bands.
TY Recruitment can design bespoke frameworks and scorecards aligned to Oxfordshire market realities.