| Entry/Mid
Level |
| |
Outstanding
Behaviors |
| |
- Asks thoughtful questions to gather information and insights.
- In own line of business, knows what information to obtain from
a potential customer, in order to be able to move forward in the
sales process.
- Knows when and how to present the customer with information
that will have high impact and increase the chances of making
a sale.
- Recognizes opportunities for sales outside of own line of business
and communicates these to other appropriate Wells Fargo sales
professionals.
- Notices patterns that may indicate ways to improve products
and services and to expand the business.
|
| |
Marginal
Behaviors |
| |
- Has difficulty generating questions that would yield useful
information for a sales process.
- Lacks a clear understanding of all the information needed to
effectively profile the customer for cross-sell opportunities.
- Does not know when and how to present the customer with information
that will have high impact.
- Does not communicate sales opportunities to appropriate Wells
Fargo sales professionals outside own line of business.
- Fails to see ways to improve products and services or to expand
the business.
|
| Mid/Senior
Level |
| |
Outstanding
Behaviors |
| |
- In own line of business, knows what information to obtain from
a potential customer, in order to be able to move forward in the
sales process.
- Knows when and how to present the customer with information
that will have high impact and increase the chances of making
a sale.
- Skillfully asks questions that lead the customer to disclose
information that is helpful in the sales process (e.g., decision
makers and those who influence them; decision process).
- Recognizes opportunities for sales outside of own line of business
and communicates these to other appropriate Wells Fargo sales
professionals.
- Systematically reviews customer information to identify ways
to improve products and services and to expand the business.
- Effectively utilizes available technology to collect and analyze
information to identify sales opportunities.
|
| |
Marginal
Behaviors |
| |
- Gathers insufficient information from a potential customer.
- Does not know when and how to present the customer with information
that will have high impact.
- Has difficulty generating questions that lead the customer to
disclose helpful information.
- Does not communicate sales opportunities to appropriate Wells
Fargo sales professionals outside own line of business.
- Fails to see ways to improve products and services or to expand
the business.
- Does not use available technology to identify sales opportunities.
|
