Ask ten people in your org what a great rep looks like. You'll get ten different answers. The challenge isn't convincing anyone that a skills and competencies framework matters. It's building one that reflects how your org actually sells, survives the alignment process, and gets used beyond the first quarter. In this workshop, you'll make the decisions that turn a competency matrix from a document into the foundation your coaching, hiring, and enablement investment are built on. Key takeaways: - Build a competency framework mapped to your actual sales motion, not a generic template that could belong to any org - Design the alignment process that gets sales leadership, managers, and HR to agree on what "good" actually looks like - Connect your skills matrix to coaching conversations, hiring decisions, and enablement investment, so it gets used, not archived