How do you build a frame work for building manageable metrics associated with Soft Skills?

Ah.. a great question and something that I have yet to see perfected, but continues to get easier as many enablement and development professionals know and argue that companies cannot afford NOT to invest in the soft skills development of their employees. Historically I have seen that budgets typically allocated towards soft skills learning initiatives are all too often the first to be cut because of the difficulty of proving an ROI of sales soft skills versus hard/technical skills. Below are a ...Read More

Building a framework for measuring and managing soft skills is challenging but achievable by focusing on qualitative and quantitative metrics. Here’s how you can build a manageable framework: 1. Define Key Soft Skills Relevant to the Role • Identify the most critical soft skills for success in your sales environment. Examples might include: • Emotional Intelligence • Communication Skills • Active Listening • Problem-Solving • Adaptability • Collaboration 2. Set Clear, Observable Behaviors • Tran ...Read More

The question to ask yourself is what outputs are you looking to influence by sharpening soft skills? The coaching you lean into would be centered around improving the soft skills themselves (i.e. active listening, time management, persuasion, etc.), but the way you'd measure improvements on the soft skills would be based on the outcomes you want to improve via sharpening those soft skills (i.e. conversion rates from discovery to demo stage/what's been uncovered within MEDPIC exiting discovery st ...Read More

There are multiple tools you can use to build a management framework for your soft skills. Tools like Chorus or Gong will tell you if you talk too much or if you don't ask engaging questions. If you don't over achieve your quota on a regular basis, there are some soft skills that need improving. You can't boil the ocean all at once. It's kinda like tetris. Work on one soft skill at a time. Pick rapport building for example and see how long you can go. The best part about your soft skills are the ...Read More