In this episode, we reveal the secret tool every sales manager should be using: the competency framework. This essential tool provides a non-biased, structured way to evaluate your team's observable behaviors and align them with job expectations. If you’re not already using a competency framework, it’s time to start! 1. Understanding Competency Frameworks: Learn what a competency framework is and why it's important for assessing your team's performance. We'll break down its components, including core competencies, rating levels, and how it ties into job descriptions. 2. Building Your Own Framework: Get practical advice on creating a competency framework tailored to your team. We'll discuss how to use job descriptions and annual goals to define competencies and provide clear, observable behaviors for each rating level. 3. Applying the Framework: Discover how to use this tool in your day-to-day management. We cover the importance of working with your team, whether in the field or on calls, and how to rate observable behaviors. 4. Real-World Examples: Hear real-life stories of how the competency framework helped manage team members at different performance levels—from those needing improvement to high achievers ready for promotion. Learn how to use the framework to give constructive feedback, support development, and advocate for promotions. By the end of this episode, you’ll have a clear understanding of how to implement a competency framework and use it to drive your team’s success. Plus, we have a free resource for you! Go to https://www.illuminatesalesconsulting.com/5-tips-to-make-the-most-of-your-mid-year-reviews to grab it. #salesmanagement #leadershipskills #leadershipdevelopment #feedback #teamdevelopment