OUR APPROACH

The Great 8 Sales Competency Framework

If you want better win rates and higher margins, you need clarity on the specific seller behaviors that decide deals—across acquisition, expansion, and renewals.

What Are the Great 8 Competencies?

The Great 8 is our evidence-backed sales competency framework—a concise model of B2B selling behaviors that define what “great” looks like from the buyer’s point of view.
Based on Buyer Decisions
These competencies were identified from analysis of 150,000+ B2B buying decisions. Data was correlated with outcomes to isolate the behaviors most associated with wins and losses.
Predictive, Not Generic
The Great 8 competencies show strong predictive power in statistical analysis—meaning they’re measurably better at separating wins from losses than broad, traditional skills.
For Acquisition and Expansion
New prospects and existing customers have different decision drivers. The Great 8 includes distinct competency frameworks for customer acquisition vs. retention and expansion.
A Practical Standard
In practice, the Great 8 becomes the shared language for measuring and improving sales performance—powering assessments, shaping training paths, and giving managers a consistent way to coach.
“For the first time…we had something that all levels of the organization could share together and believe in.”
Kelly Lewis, VP, Revenue Enablement, Highspot

Competencies You Can Measure, Train, and Coach

Here’s how the Great 8 framework becomes execution—through assessments, training, buyer insights, and coaching systems.
Precision Assessments
Objectively measure seller skill gaps with precision assessments, so you can pinpoint training needs by role and motion, then focus coaching where it makes an impact.
Sales Training
Train your reps on the competencies that predict wins and losses—so sellers can navigate skepticism, reframe objections, and move decisions forward with confidence.
Buyer Insights
Continuously measure seller performance by capturing buyer feedback on how they show up across the Great 8—and use those insights to focus coaching.
Leadership and Coaching
Reinforce the Great 8 competencies in your CRM, deal reviews, and call prep—so managers coach to a consistent competency standard instead of personal preference.
Resources

Dig Deeper into the Great 8 Competency Framework

The Great 8 for Acquisition
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E-Book
Build Revenue Growth on Proof, Not Opinions
If performance is inconsistent, the issue is rarely effort. Let’s map your common deal breakdowns to the Great 8 and define a focused path forward.