35 competencies

1.    Help them feel safe

2.    Get them to believe we can help

3.    Get them to want the help

4.    Develop credibility

5.    Understand their challenges

6.    Be viewed as a resource, not a threat

7.    Develop a relationship

8.    Add value through the effective strategies and tactics we share

9.    Encourage them

10.  Challenge them

11.  Question them

12.  Demonstrate, through role-play, exactly how a strategy or tactic plays out

13.  Entertain them

14.  Engage them

15.  Make them want more

16.  Provide them with several perspectives

17.  Give them assignments

18.  Be committed to their success

19.  Get them to commit to their success

20.  Poll them often for their lessons learned

21.  Make sure they understand their assessment results

22.  Prepare sales management to coach to the training

23.  Have systems and processes in place to support the training

24.  Create a no excuses environment

25.  Get them to practice.

26. wide and deep subject matter expertise

27. ability to role-play the salesperson's part on any scenario at any time with anybody

28. ability to fully explain what is being role played, as it is being role played

29. the ability to create change

30. the ability to change the mindset, expectations and buy-in of an entire audience

31. the best, most effective tactics for any given scenario

32. tactics that support the company's strategies

33. the ability to make training participative

34. best practices from outside your company or industry

35. ability to overcome resistance