Marrying competency measures with APEX Selling to eliminate slippage

  • Gwen Nielsen, Baxter Healthcare

1. The problem: varying selling skill levels, pre and post training yielding varying close ratios.

2. Setting a competency baseline by role and tailoring skill development.

3. Selling tools that encourage mutual cooperation and alignment; empowering champions

4. Results!

  • Date:Tuesday, June 4
  • Time:4:00 PM - 5:00 PM
  • Room:Grapevine 5-6
  • Location:Grapevine 5-6
  • Session Type:Interactive Discussion
  • Submitter Name: Dawkins, Aimee
  • Submission Date (CST): 09/01/2019 15:22
  • Session Level: Intermediate
  • Submitter Email:
  • Session Length: 60 Minute Workshop
  • How are you planning on keeping the learners engaged during this presentation?: Interactive discussion, review of selling tools and their impact, real opportunity win reviews as well as losses
  • Learning Objective 1: Criteria used to pick a Sales Enhancement partner
  • Learning Objective 2: Realistic time frames and measuring results
  • Learning Objective 3: Winning executive buy-in and reinforcement
  • What is the topic your workshop will cover and how is it relevant to the industry?: Using competency maps to drive sales performance enhancement. Every company needs to improve sales performance so the topic touches all attendees.
Gwen Nielsen
Baxter Healthcare