Sales Readiness: How to Develop an Ideal Rep Profile to Drive Continuous Excellence

A talk by Nick Salas
Head of Sales Readiness, Mindtickle

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About this talk

One of the primary and early layers of supporting a successful sales enablement and readiness program is to define what excellence looks like to your organization. True readiness begins when sales teams know not just their ideal customer profile (ICP), but also their ideal rep profile (IRP). The IRP is the set of skills and competency benchmarks that become the true North Star of sales performance. Once this IRP is set, enablement programs can be aligned to deliver the knowledge and skills required to replicate the qualities of top-performing reps across all of your sellers.

Join Nick Salas, Head of Sales Readiness, Mindtickle to learn how to: - Define excellence by identifying the set of skills and competency benchmarks that make up your organization’s IRP - Align more reps to the IRP and enable them to deliver on their numbers consistently - Make enablement and manager-led coaching more personalized based on each rep’s IRP gaps

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