Core Competencies

Discover
Understands customers' immediate goals and how they are working to achieve them.

Develop
Orients their activities around customers' S/M/L term goals and how they are working to achieve them.

Lead
Actively engages with customers to define critical success factors that will lead to improved learner outcomes.

Discover
Identifies all stakeholders relevant to the decision-making process and demonstrates ability to adapt approach and resources to meet customer needs and styles.

Develop
Builds relationships with all relevant stakeholders and adapts message, approach and materials to resonate ensuring widespread support.

Lead
Inspires and challenges relevant stakeholders to explore more effective ways to improve learner outcomes. Consistently adapts message, approach and materials to resonate ensuring widespread support.

Discover
Uses marketing communication resources at the individual and department level.

Develop
Develops department and account level marketing communication strategies, effectively tailoring nationally produced materials and campaigns to drive greater impact.

Lead
Uses department, account and territory insights to market effectively throughout the territory. Marketing efforts include the staging of creative events to drive customer engagement.

Discover
Has a clear understanding of the important drivers in key markets and how to apply that in sales calls to maximize impact.

Develop
Uses market insights to drive results across the territory and can strategize across multiple accounts.

Lead
Drives results and builds personal brand by sharing educational and market insights across accounts. Also brings essential information back to the product teams for national impact.

Discover
Works to get the right price to drive success and sell through.

Develop
Understands the difference between price and value and effectively reframes the pricing objection leading to positive results.

Lead
Understands the difference between price and value as well as the drivers of profitability. Deftly manages the conversation to drive the best value for learners, customers and highest profitability for Pearson.

Discover
Knows who to contact and is professional in all internal communication. Responds to all requests in a timely manner.

Develop
Delivers clear, professional and significant messages to colleagues. Responds to all requests in a timely manner.

Lead
Delivers timely, significant messages through the most appropriate communication channel and in a professional fashion. Elicits feedback, actively listens to response and incorporates accordingly.

Discover
Responds to customers within 24 hours.

Develop
Exhibits ability to communicate with customers in a compelling and clear manner. Responds within 24 hours.

Lead
Consistently responds to customers in a timely, concise, impactful and customer-focused way within 24 hours.

Discover
Understands the need to have a professional style that engages the customers to ensure successful outcomes.

Develop
Demonstrates the correct balance of insight, creativity and compassion when dealing with customers.

Lead
Adopts an approach that is engaging and resonates with customers. Handles customer problems with professionalism and compassion.

Discover
Consistent in his/her ability to identify relevant challenges or opportunities for improvement and communicate them effectively to manager or colleagues. Uses appropriate resources to solve problems.

Develop
Effectively identifies relevant challenges/opportunities, concisely frames the details and collaborates with colleagues as needed on potential solutions.

Lead
Thinks critically about issues, opportunities and processes and looks for causes, alternatives and risks of inaction while developing solutions.

Discover
Uses learned knowledge, emotional intelligence and common sense when making decisions and engaging with customers and colleagues.

Develop
Uses learned knowledge, emotional intelligence and common sense to consider both short and long term consequences of actions when making decisions and engaging with customers and colleagues.

Lead
Makes objective, well-informed and wise decisions that produce desired outcomes. Assists others to thoughtfully examine their choices and guides them toward successful outcomes.

Discover
Makes use of feedback from management and experienced colleagues. Eager to learn.

Develop
Actively seeks feedback and works to adopt new behaviors as a result of it. Is resilient through adversity.

Lead
Actively seeks feedback and works to adopt new behaviors as a result of it. Is resilient through adversity. Helps others do and be the same.

Discover
Knows when it is appropriate to bring in help from key internal resources. Participates in ongoing collaboration opportunities.

Develop
Knows when to call in key resources/personnel from other areas of the organization. Establishes trust and open communication with colleagues who share accounts or work with him/her on project teams.

Lead
Works collaboratively with the other parts of the sales organization and Pearson to maximize impact at the account level. Is a role model for account level collaboration. Takes advantage of opportunities to lead project teams.