OUR APPROACH

The Buyer-Validated Sales Competency Framework

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

What Are the Buyer-Validated Sales Competencies?

The Buyer-Validated Sales Competency Framework is an evidence-backed model of B2B selling behaviors defined by what buyers say impact their decisions—across prospecting, acquisition, and expansion.
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
Built from competencies that 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
The framework includes competency sets that match the distinct buying psychology for prospecting, acquisition, and retention and expansion conversations.
A Practical Standard for Performance
In practice, the framework becomes your model for measuring and improving sales performance—powering assessments and shaping training paths.
“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 competency framework becomes execution—through assessments, training, buyer insights, and coaching systems.
Precision Assessments
Objectively measure competency gaps with Precision Skills 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 reps perform across the competency framework. Then use those insights to focus coaching.
Leadership and Coaching
Reinforce the competencies in your CRM, deal reviews, and call prep—so managers coach to a consistent standard for performance instead of personal preference.
Resources

Dig Deeper into the Competency Framework

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