Business Consultant

Competency Demonstrated Behavior

• Ability to provide high level messaging of specific
product/ solution set.
• Displays confidence & ability to answer questions
regarding products functionality.
• Applies knowledge to identify issues and challenges.
Displays Product Knowledge: • Works to develop additional technical knowledge and
Technical knowledge of the skills
• Uses product knowledge to help tailor demonstrations
product, including but not limited
and presentations to prospect situation
to how to position it’s value,
• Clearly communicates how COMPANY’s capabilities
confidently answer questions,
impact desired financial or performance metrics
choose the most appropriate • Ability to determine the proper product and service
product in COMPANY’s portfolio, recommendation for our clients
and differentiate from competition. • Can articulate the reason why a particular product was
chosen over another
 • Shows proficiency in Overall solution clearly articulating
COMPANY’s value proposition.
• Ability to communicate the value of the solution to the
client.
• Ability to support WOW demo meeting through the use
of
• Power messaging
• Gamification
• Stories and Statistics
• WOW demonstrations
Delivers Effective • Connects demo to the business issues.
Demonstrations and • Ability to support scripted demonstrations including the
Presentations: ability to make the complex seem simple.
The ability to use the concepts of • Teaches/Educates buyer new information during
gamification, power messaging, conversations
and effective presentation skills to • Articulates value of resolving buyer’s unrecognized
connect the dots between the problems / needs / risks of not taking action
demo and the buyer’s business • Can adjust language and messages to appeal to
challenges. different stakeholders linking capabilities to their specific
goals
• Collaborates at prep session – does full dry run of
sses, tools, and partners effectively

presentation
• Personalized and branded demonstration that shows an
understanding of the business and industry issues
uncovered in the analysis.
Uses processes, tools, and partners
• Ability to uncover business issues and requirements
• Ability to lead White-boarding discussions
• Identify how COMPANY’s solutions can address and
organizations business challenges.
Displays Industry Knowledge: • Teaches/Educates buyer new information during
Knowledge of the industry conversations establishing industry credibility as a
(benefits, talent, HCM, etc.) and the Consultant.
ability to share industry insights,
best practices, and also understand
buyer’s challenges in these areas.

• Ability to uncover business issues and requirements

• Ability to lead White-boarding discussions
• Identify how COMPANY’s solutions can address and
organizations business challenges.
• Teaches/Educates buyer new information during
Completing the Analysis: conversations establishing industry credibility as a
Using white-boarding, insights, and Consultant.
questioning to uncover business
challenges, and build a case for
change with the buyer.
 • Engages and utilizes internal and external partners to help
support the sales process.
• Helps with the transition to Implementation
• Partners with Quota Carriers to deliver impactful
Managing the Sales Ecosystem: presentations and demonstrations.
The ability to manage and • Challenges Sales teams appropriately on prior client
effectively partner with all experiences.
constituents in the sales • Attendance and active participation at sales meetings and
ecosystem. training sessions.

• Developing, implementing, evaluating and adjusting plans to

reach goals, while ensuring the optimal use of resources.
• Focusing efforts on achieving high quality results consistent
with the organization's standards.
• Adapting in order to work effectively in ambiguous or
changing situations, and with diverse individuals and groups.
• Dealing with situations and issues proactively and
persistently, seizing opportunities that arise.
• Remains energized and focused in the face of ambiguity,
Job Execution: change or strenuous demands.
The capacity to develop and ability • Maintaining effectiveness in the face of stress.
to impact. The ability to develop,
evaluate and adjust plans to reach
goals, and to use resources
effectively.
Business Consultant (PreSales) Competency Model
Basic Level Proficient Level
• Uses a script to describe product feature and function • Understands system architecture that deploys features and
• Answers basic level questions on system capabilities with functions
takeaways • Personalizes the demo with client-specific content on home
• Needs client-facing demo support from a mentor or channel page
partner • Solid ability to translate product capabilities into client
• Upload a client logo for demo personalization outcomes
• Adequately describes product capabilities but is still learning • Can take a business issue raised by the prospect/client and
how to tie to business outcomes tie it to a demo proof point
• Understands which demo personas are best to use for the
demo
• Fields intermediate questions independently
• Understands the overall solution and COMPANY’s value • Displays thorough understanding of overall solution and
proposition. effectively communicates value proposition.
• Relies on lane/channel BC for pillars outside of their • Handles and reframes simple objections.
• Supports Wow demo’s in their core pillar and understands
core. how to position to the broader HCM value.
• Understands how to connect the demonstration to • Articulates value of resolving buyer’s unrecognized
business issues. problems / needs / risks of not taking action
• Works with mentor/senior BC to prepare for • Can adjust language and messages to appeal to different
demonstrations. stakeholders - linking capabilities to their specific goals
• Can support a Wow meeting with strong sales partner • Supports scripted demonstrations
• Practicing power messaging • Participates in full dry-runs
• Prepares gamification deck and resources • Branded and personalized demo using in information
• Organizes presentation in a meaningful flow uncovered in the analysis
• Provides a branded demo with generic talk track
• Basic understanding of their core pillar technology and • Broad understanding of their core pillar technology and
industry drivers. Uses understanding to adapt the analysis industry. Uses understanding to lead the prospect/client to
form and capture relevant and required prospect/client areas of pain within the analysis.
information. • Based on the analysis, can identify areas outside of their
• Beginning to identify challenges and uncover core, for expansion of the product/sale.
value/opportunity during the analysis process. • Able to white board and carry analysis conversations
• Beginning to white board while conducting the analysis concurrently.
• Able to build rapport with prospect/client and inspire
confidence in BC competence for future sales meetings.
• Effectively identifies challenges and uncovers opportunity
during the analysis process.

• Basic understanding of their core pillar technology and • Broad understanding of their core pillar technology and
industry drivers. Uses understanding to adapt the analysis industry. Uses understanding to lead the prospect/client to
form and capture relevant and required prospect/client areas of pain within the analysis.
information. • Based on the analysis, can identify areas outside of their
• Beginning to identify challenges and uncover core, for expansion of the product/sale.
value/opportunity during the analysis process. • Able to white board and carry analysis conversations
• Beginning to white board while conducting the analysis concurrently.
• Able to build rapport with prospect/client and inspire
confidence in BC competence for future sales meetings.
• Effectively identifies challenges and uncovers opportunity
during the analysis process.
• Engages partners when needed in an opportunity • Engages and uses partners for opportunity and territory
• Has a "regularly” scheduled cadence of communication to penetration
partners, and understands partner system/services. • Has a broad understanding of all partner products and
• Regularly attends Sales Exec team meetings and training services and uses them for both opportunity and territory
sessions. strategy.
• Actively participates in meetings, collaborates on
presentation topics, and offers suggestions.

• Works effectively in the face of occasional strenuous work • Adapts to ongoing, or regular strenuous work demands
demands • Remains effective and retains perspective in the face of
• Remains effective and retains perspective in the face of difficult or demanding situations (pervasive ambiguity,
periodic disruptions (e.g., identifies own personal limit for frequent change, high workloads).
work load and makes appropriate adjustments). • Views disruptions as challenges rather than threats.
• While remaining open to other viewpoints, demonstrates • Adjusts personal coping mechanisms to deal with
realistic confidence in own abilities, views or decisions when disruptions.
challenged. • Addresses imminent issues or opportunities ("Imminent"
• Demonstrates an awareness of how own actions or reactions does not necessarily mean that a "crisis" is involved)
impact others (i.e., others’ stress levels) and adjusts behavior • Takes action to avoid an imminent problem.
accordingly. • Capitalizes on an imminent opportunity.
• Addresses current issues
• Identifies and acts on issues and problems in own area of
responsibility instead of waiting or hoping the problem will
solve itself.
• Tries varied approaches and solutions to resolve a problem.
• Persists when marked difficulties arise.
 Advanced Level
• Mentors others
• Configures the site to client’s needs
• Uses personas to create custom activities within the demo
• Understands admin function
• Serves as a product champion
• Uses knowledge of client business issues throughout the
demo to communicate a holistic HCM message
• Respectfully challenges client practices
• Understands true business need behind a question and ties it
back to the demo
• Reshape a client’s perspective to meet client need with
product capabilities
• Handles objections easily and reframes demonstration
messages accordingly.
• Succinctly communicates the value of COMPANY
Products and Services to solve the buyer’s business
challenges.
• Coaches, mentors, and leads team members on the art
of the Wow meeting including:
• Power messaging
• Gamification
• Wow demo
• Advanced presentation skills (hot open, actionable
close, meaningful middle)
• Understands the buyer’s audience and adjusts key
demonstration messages to meet each audience
member.
• Uses Business Acumen, leads with insight, and gains
consensus among audience members.
• Supports most complex, high-visibility (analyst), scripted
demonstrations.
• Leads (co-leads with DSM) prep session and dry-runs.
• Coaches and mentors other BCs on personalizing the
demo and tying it back to prospect needs.
• Broad and deep knowledge of their pillar and is
considered an expert with the technology, service, and
industry.
• Leads the analysis by providing the prospect with insight
during conversation. Leads to COMPANY solutions with
insight and questions.
• White-boards produced are often photographed by
prospect/clients. Able to uncover process and solution
pain and lead to the sale.
• Immediately builds rapport and respect from the
prospect/client and is viewed as an expert in their field.
• Mentors others in the analysis process and provides
coaching and guidance to newer BC’s.

• Broad and deep knowledge of their pillar and is

considered an expert with the technology, service, and
industry.
• Leads the analysis by providing the prospect with insight
during conversation. Leads to COMPANY solutions with
insight and questions.
• White-boards produced are often photographed by
prospect/clients. Able to uncover process and solution
pain and lead to the sale.
• Immediately builds rapport and respect from the
prospect/client and is viewed as an expert in their field.
• Mentors others in the analysis process and provides
coaching and guidance to newer BC’s.
• Uses all partners, inside and out, to gain access, gain insight,
leverage relationships, use expertise, advance opportunities
and successfully win business.
• Regularly schedules partner meetings where all are held
accountable when strategizing and executing opportunity
activities and territory penetration
• Confidently shares best practices and insights about topics
presented at sales meetings.

• Creates a positive environment and assists others in dealing

with ongoing strenuous work demands
• Through own behavior, creates an environment of high
energy, enthusiasm and optimism, despite high demands or
difficult workloads.
• Instills organizational practices to mitigate disruptive or
stressful situations for staff.
• Recognizes and shows appreciation for the demands placed
on employees.
• Seizes opportunities to enhance organizational performance
• Identifies and acts on opportunities to improve
organizational processes or outcomes.
• Perseveres in seeking solutions to complex issues despite
significant and ongoing obstacles.
• Creates opportunities to undertake initiatives that will
benefit the organization in the near or intermediate term.