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top 10 sales competencies

Leadership; 7. hbspt.forms.create({ portalId: '238', formId: '8175af1d-e0a6-42c1-b16e-e34910857bfe' }); In this complicated environment, sellers of all tenure in the profession must be armed with the competencies to meet customers where they are in their buying processes. Habit #1: Giving Feedback . It is a universal challenge to find the top sellers for your company’s sales team. Trustworthiness & Ethics; 8. That means they need to develop the right sales skills to have meaningful conversations with every buyer.. That’s also where a sales readiness strategy comes into play. We made a sales skills list of the top sales skills from the best sales reps, and you know what? Sales competencies are the skills successful reps use to influence buying decisions. We made a sales skills list of the top sales skills from the best sales reps, and you know what? Top 10 Sales Competencies Subject: Top 10 Sales Competencies Author: Sales Benchmark Index Description: SalesBenchmarkIndex.com Last modified by: john.koehler Created Date: 9/28/2009 12:18:24 PM Other titles: Top 8 Sales Competencies Sheet1 'Top 8 Sales Competencies'!Print_Area Company: Sales Benchmark Index Top 10 Key Competencies; 1. 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The best sales teams are a lot like great schools: They care about results, but the way they achieve them is by being relentless about developing the inside sales skills of their reps. It is usually associated with competitiveness and goal achievement. Organizations will explore these 12 core competencies in the job interview by asking competency-based interview questions, otherwise known as behavioral interview questions. We know how important this process is, though, so we boiled everything down with few competencies & skills required for every successful sales person to master as ever always. 1) Achievement Motivation - The extent to which someone is driven to succeed. The 7 Core Sales Competencies By Tony Cole, President & CEO, Anthony Cole Training Group How do you discover those seemingly intangible skills and traits of top sales performers? Talking people into buying things wasn’t high on the list. Teamwork; 2. Dave Kurlan is a top-rated keynote speaker, best-selling author, sales thought leader and expert on all things sales and selling. This site uses Akismet to reduce spam. This dedication to developing inside sales skills ultimately creates a sales team that not only hits its short-term goals, but instills a culture of learning and self-improvement in order to achieve its long-term goals as well. Training Industry named Kurlan & Associates one of the Training companies to watch in 2020, Dave Kurlan’s Blog named Top 50 Sales & Marketing Blogs in 2020, Kurlan & Associates named one of the first five sales training companies in Vendor Neutral’s Sales Training Landscape. Remember, a big part of sales is solving the client’s problems and in … Additionally, implementation of sales training is often hampered by operational complacency, trouble identifying employees with skill gaps, and issues in fostering learner motivation. © Copyright 2005-2020 Kurlan & Associates, Inc. All Rights Reserved. What sales competencies do the top sales professionals have - SDRs, BDRs, ADRs, account managers? Problem Solving; 10. Distinguishing yourself as a top staff accountant can lead to many rewards: more responsibilities, higher job satisfaction, promotions, and higher pay. The Sales Competency Model 0109-9280-HAYG 3 Competency Levels Each competency is defined in terms of four behavior levels. Salespeople would meet prospects or talk over copper-wire landline telephones. Please fill the form to get access to our samples directory. Educate prospects with new ideas and perspectives. But how to go about it? These results suggest that not only is the ability to identify a customer’s stage in the sales cycle a critical competency, but sellers need to leverage the appropriate competencies to move the customer along to the next stage. No way! As the TSA says, “if you see something, say something.” What we need today is for learning and development (L&D) to align organizational initiatives with the selling skills necessary for success in the current dynamic environment. The fields include banking, telecommunications, retail, FMCG, Are you looking to implement new LMS or replace your existing LMS? Learning to be a good coach can be one of the most rewarding aspects of managing others. Communication; 6. We looked at the 8 key aspects of sales competency including sales planning, prospecting, qualifying pipeline, pitching to prospects, negotiating contracts, closing deals, managing customers, and retaining customers. Coaching. Top 10 Sales Representative Skills 1. Sales teams are key to a business’s success. To ensure you’re on the path to passing a competency based interview with flying colours, there are a number of things you’ll need to prepare. 0. Multitasking Skills. By Geoffrey James Updated on: September 4, 2008 / 11:38 PM / MoneyWatch There are few really profound truths about selling, … Why Sales Success Decreases over the Years. The kinds of sales skills a business wants generally belong to those individuals who not only fit the personality profile for the role, but also possess the right combination of knowledge, skills, and abilities (KSAs) for the job.So what are those KSAs you’re supposed to be on the look-out for? We looked at the 8 key aspects of sales competency including sales planning, prospecting, qualifying pipeline, pitching to prospects, negotiating contracts, closing deals, managing customers, and retaining customers. Area Expertise/Competence. But making your mark involves more than debits and credits. An outstanding salesperson knows how to juggle … There are five competency areas that are consistently related to higher levels of sales performance. Salespeople don’t just need to sell, they should expand buyer’s horizons and give them new ideas that change their thinking. The best sales VPs will intentionally come up with ways to develop the following core competencies/traits among the sales team: Leadership; 7. Different jobs demand different competencies, however these twelve competencies are the most commonly recognized behaviors required for success in nearly all career fields. competencies of a CFO in the present day and for future aspiring CFOs in the Malaysian context. The Sales Competency Model 0109-9280-HAYG 3 Competency Levels Each competency is defined in terms of four behavior levels. Now that we’ve covered 10 common sales job interview questions, it’s time to switch gears and focus on the questions you should be asking the hiring manager. Sales teams are key to a business’s success. No way! Here’s a compiled list of top Sales Skills and Traits that reps must possess for sales success. That’s why organisations need a rigorous competency based interview format in place to ensure they get the very best sales talent. Although 82 percent of respondents agreed that sellers first interact with customers at the prospecting stage, this research also found that 64 percent of the time, sellers first interact with customers to follow-up on sales. That means they need to develop the right sales skills to have meaningful conversations with every buyer.. That’s also where a sales readiness strategy comes into play. Top Ten Sales Skills. Inexperienced employees need to coached and can benefit from a manager who takes the time to share their … These changes have clear implications for salespeople and the customer-engagement competencies they must master. Questions To Ask In A Sales Interview. These 10 are hardly ever discussed, seldom, if ever written about, and the most difficult to learn. LMS impacts your entire organization. Here are 10 qualities that top staff accountants … These aren’t the 10 sales competencies you read about and listen to all the time. The best sales teams are a lot like great schools: They care about results, but the way they achieve them is by being relentless about developing the inside sales skills of their reps. Multitasking Skills. The names used to describe these five areas differ from study to study, but the underlying constructs remain the same. Here are the top 6 competencies of great sales leaders in order of importance: They attract, acquire, and develop talent: The best sales leaders understand that recruiting proven talent has the biggest impact on their ability to meet aggressive revenue targets. Different jobs demand different competencies, however these twelve competencies are the most commonly recognized behaviors required for success in nearly all career fields. The core competencies are: Ability to Prioritize; Works well in teams; Organizational Awareness; Effective Problem Solving; Self-Awareness; Proactivity; Ability to Influence; Effective Decision Making; Learning Agility; Technical savvy; How can you develop the … people to develop and deliver on the competencies expressed in the Sales Force “Top 10” and reflected in the Field Sales and Account Manager iterations. 10. Top 10 Sales Competencies Kurlan & Associates, Inc. January 15, 2015 Articles Comments Off on Top 10 Sales Competencies Dave Kurlan is a top-rated keynote speaker, best-selling author, sales thought leader and expert on all things sales and selling. Starting as an SDR, reps are hyper-focused on the top of the sales funnel with the goal of scheduling initial appointments. Top 10 Sales Competencies. Across all respondents, closing (70%) and prospecting (69%) were the most important areas of sales competency to measure. In fact, the best sales teams are most often led by someone who is more like a sales coach than a sales manager. Cornerstone Innovation Lab Unites Data Scientists Across the Company to Advance…, Comparably Recognizes EdCast on “Best Outlook” List, Richardson Named a Top 20 Sales Training Company in 2019 for the 11th Consecutive Year by Training Industry Dot Com, Mastery Training Services Receives Best of Elearning 2020 Award of Excellence for Content Aggregator. Why Sales Success Decreases over the Years. Today’s buyer brings value to the table. Communication; 6. The best sales VPs will intentionally come up with ways to develop the following core competencies/traits among the sales team: Alok Awasthi is a sales veteran with more than 20 years experience in various industries. © Copyright  Dave Kurlan All Rights Reserved. Responsibility; 3. We offer hundreds of samples of eLearning content like - SCORM, Learning Videos, Animation, Serious Games, courses with Chatbot, Responsive Courses, Imdustry specific courses etc. Top 10 sales skills every sales professional needs To succeed in sales, you must master a certain set of skills. Trustworthiness & Ethics; 8. Distinguishing yourself as a top staff accountant can lead to many rewards: more responsibilities, higher job satisfaction, promotions, and higher pay. Remember, a big part of sales is solving the client’s problems and in … To hit their numbers, salespeople need to know a lot, from product and market expertise to messaging and value propositions. An outstanding salesperson knows how to juggle … Get in touch using the form below // No way! But how to go about it? // ]]> Do you need a speaker? Learn how your comment data is processed. In this post, we’ve gathered a list of the skills and strategies you need to focus on before starting a career in sales. Starting as an SDR, reps are hyper-focused on the top of the sales funnel with the goal of scheduling initial appointments. The biggest challenge to L&D departments is consistency of training across employee functions and across geography. Level 1 is the most basic level of performance, and Level 4 the most The sales cycle, too, has changed, with customers conducting web searches before contacting a salesperson. That’s where we come in. A top VP of Sales has a high EQ and strives to improve the EQs of everybody in the sales org. In fact, Dave Kurlan and Objective Management Group have perfected a whole host of sales specific assessments. In fact, Dave Kurlan and Objective Management Group have perfected a whole host of sales specific assessments. Can sales people be built or are we born to sell? Data from the Miller Heiman group shows that only 53% of sales professionals are hitting or exceeding their quota. Here are the top 6 competencies of great sales leaders in order of importance: They attract, acquire, and develop talent: The best sales leaders understand that recruiting proven talent has the biggest impact on their ability to meet aggressive revenue targets. A top VP of Sales has a high EQ and strives to improve the EQs of everybody in the sales org. In fact, the best sales teams are most often led by someone who is more like a sales coach than a sales manager. X. Top 10 sales skills every sales professional needs To succeed in sales, you must master a certain set of skills. Top earners know how to bounce back from a dry spell. Understanding these proficiencies, how they contribute to a sales professional’s success and how to recognize them in a candidate will make a significant difference in your ability to hire the right people and reduce sales … In order to set their sellers up for success, L&D must help them master engagement strategies that adapt to where customers are along the path to closing a sale so they can participate in shaping opportunities and positioning their offerings accordingly. Top 10 Sales Representative Skills 1. Responsibility; 3. The best sales teams are a lot like great schools: They care about results, but the way they achieve them is by being relentless about developing the inside sales skills of their reps. Can sales people be built or are we born to sell? The first habit great sales leaders have is the habit of giving immediate, effective feedback. The first habit great sales leaders have is the habit of giving immediate, effective feedback. Now that we’ve covered 10 common sales job interview questions, it’s time to switch gears and focus on the questions you should be asking the hiring manager. IT’S ONLY A NUMBERS GAME IF YOU USE THE RIGHT NUMBERS. 10. It has been compiled from the collection of insights shared by groups of experienced C-suite members and directors in finance, accounting and management from diverse fields. Organisational skills; Final Thoughts; Further Reading people to develop and deliver on the competencies expressed in the Sales Force “Top 10” and reflected in the Field Sales and Account Manager iterations. If Andre Agassi Was in Sales, Would He Be Ranked #1? But making your mark involves more than debits and credits. While the definition of sales manager can actually vary quite a bit from organization to organization, in the primary context of B2B companies (like those we work with most), a sales manager is defined as: A sales manager is responsible for building, leading and managing a … These questions fuel many discussions in board rooms around the world. They don’t get discouraged when the sales numbers are down. That’s where we come in. Rather, they look for innovative ways to turn things around. Competency is defined as ... 10. It is a universal challenge to find the top sellers for your company’s sales team. What sales competencies do the top sales professionals have - SDRs, BDRs, ADRs, account managers? The 7 Core Sales Competencies By Tony Cole, President & CEO, Anthony Cole Training Group How do you discover those seemingly intangible skills and traits of top sales performers? They don’t get discouraged when the sales numbers are down. Sales used to be agreed to with a handshake. Top 10 Sales Competencies Subject: Top 10 Sales Competencies Author: Sales Benchmark Index Description: SalesBenchmarkIndex.com Last modified by: john.koehler Created Date: 9/28/2009 12:18:24 PM Other titles: Top 8 Sales Competencies Sheet1 'Top 8 Sales Competencies'!Print_Area Company: Sales Benchmark Index The context of selling and the tools of the trade have been forever transformed by technology, globalization and always-on connectivity. Master these skill sets to advance your career and get ahead in the competition. 0. The best sales teams are a lot like great schools: They care about results, but the way they achieve them is by being relentless about developing the inside sales skills of their reps. competencies of a CFO in the present day and for future aspiring CFOs in the Malaysian context. Top earners know how to bounce back from a dry spell. They delivered skilled sales pitches, telling customers what they needed to know. Sales training and sales effectiveness have been cornerstones of many company initiatives to grow profitable business, increase revenues, and drive efficiencies – and these elements are no less important today. Understanding these proficiencies, how they contribute to a sales professional’s success and how to recognize them in a candidate will make a significant difference in your ability to hire the right people and reduce sales … Click here for information on booking Kurlan & Associates, Inc. at your next event! It has been compiled from the collection of insights shared by groups of experienced C-suite members and directors in finance, accounting and management from diverse fields. Without further ado, here are the top 5 necessary skills you need to succeed in B2B sales: 1. Website designed and developed by. Top Ten Sales Skills. Top 14 Inside Sales Skills Every Sales Rep Must Master. Make sure the sales assessment that you use to hire new sales people focuses on these five competencies: The Top Five Commercial Awareness; 4. These skills will help you succeed and go farther in your career than you’ve ever gone before. Enter your email address to subscribe to this blog and receive notifications of new posts by email. Many people might list this first, but in today’s world, knowledge of all aspects of the job is not as important as it used to be. Having the right temperament and passion for the job are must-haves, but you can also develop and nurture the skill sets needed to rise through the ranks in the fast-paced sales world. But that was then. Talking people into buying things wasn’t high on the list. However, when these competencies appear as weakness, they sabotage a salesperson's ability to execute sales process, sales methodology, sales strategy and sales tactics. Results Orientation; 9. Accordingly, L&D must align competencies to address the sales skills necessary to navigate customer engagement at any point in the cycle. Awards Finalists Revealed – 45…. But it’s not always so easy , without sharpening their skills. Sellers interact with customers at every stage of the sales cycle. Habit #1: Giving Feedback . Believe me, it is not guess work. Data from the Miller Heiman group shows that only 53% of sales professionals are hitting or exceeding their quota. Rather, they look for innovative ways to turn things around. As the TSA says, “if you see something, say something.” Only Learning to be a good coach can be one of the most rewarding aspects of managing others. Learning and Development (L&D) needs to carefully consider the modalities used in presenting training, matching their methods to the ways sellers can most easily consume learning content. Having the right temperament and passion for the job are must-haves, but you can also develop and nurture the skill sets needed to rise through the ranks in the fast-paced sales world. Top 10 Key Competencies; 1. Here are 10 qualities that top staff … In this post, we’ve gathered a list of the skills and strategies you need to focus on before starting a career in sales. Posted by Dave Kurlan on Mon, Oct 05, 2009 @ 11:10 AM Tweet; These aren't the 10 sales competencies you read about and listen to all the time. Salespeople don’t just need to sell, they should expand buyer’s horizons and give them new ideas that change their thinking. View Artificial Intelligence based LMS, Chatbots in LMS, Responsive LMS, Industry Specific LMS.Fill the form to get access. Master these skill sets to advance your career and get ahead in the competition. The selling profession wasn’t always this complicated. Across all respondents, closing (70%) and prospecting (69%) were the most important areas of sales competency to measure. These 10 are hardly ever discussed, seldom, if ever written about, and the most difficult to learn. Here are the key sales competencies that lead to promotions… Understanding of the entire sales process. The best sales teams are a lot like great schools: They care about results, but the way they achieve them is by being relentless about developing the inside sales skills of their reps. Coaching. Ready? Decision Making; 5. Educate prospects with new ideas and perspectives. The fear of failing is also a component that comes into play here.2) Emotional Stability / Adaptability - The key here is the extent to which the individual can function effectively even when faced with rejection or stressful situations. The first post in this two-part series, “Are Companies Setting Up Their Sellers for Success?“, touches on market conditions that led to this inquiry and the focus of the questions. Only Believe me, it is not guess work. They know how pivotal emotional intelligence is to sales success, especially in relationship-selling. By Geoffrey James Updated on: September 4, 2008 / 11:38 PM / MoneyWatch There are few really profound truths about selling, … In fact, the best sales teams are most often led by someone who is more like a sales coach than a sales manager. They know how pivotal emotional intelligence is to sales success, especially in relationship-selling. The above mentioned foundational sales skills are as relevant today as in decades past: preparation, needs dialogue, consultative selling and so on. Teamwork; 2. To hit their numbers, salespeople need to know a lot, from product and market expertise to messaging and value propositions. How Does Game-Based Learning Benefit Your Organisation? Area Expertise/Competence. Commercial Awareness; 4. These skills will help you succeed and go farther in your career than you’ve ever gone before. Decision Making; 5. In this instance we have chosen to modify the Sales Force “Top 10” competencies to reflect the imperatives of Communicate-Act-Lead. Today’s buyer brings value to the table. In this instance we have chosen to modify the Sales Force “Top 10” competencies to reflect the imperatives of Communicate-Act-Lead. Sales competencies are the skills successful reps use to influence buying decisions. Organizations will explore these 12 core competencies in the job interview by asking competency-based interview questions, otherwise known as behavioral interview questions. While survey respondents named on-the-job training and video-based learning as the two most common modalities, most companies also utilize additional methods, such as classroom training and e-learning. The fields include banking, telecommunications, retail, FMCG, Many people might list this first, but in today’s world, knowledge of all aspects of the job is not as important as it used to be. Competency is defined as ... 10. Do You want to look at the vide range of LMS prevailing in the market? Top 10 Sales Competencies. To find the people with the sales agent skills, knowledge, and abilities you’re looking for, it’s important to use hiring assessment tools that you can customize and are focused on KSA’s, that set a minimum score an applicant must achieve, and they that demonstrate proficiency in specific, sales-related competencies, and duties. In the fourth quarter of 2016, they conducted a study in which 228 companies participated by completing a confidential survey on sales competencies alignment with training initiatives.. To ensure you’re on the path to passing a competency based interview with flying colours, there are a number of things you’ll need to prepare. Level 1 is the most basic level of performance, and Level 4 the most Here’s a compiled list of top Sales Skills and Traits that reps must possess for sales success. While the definition of sales manager can actually vary quite a bit from organization to organization, in the primary context of B2B companies (like those we work with most), a sales manager is defined as: A sales manager is responsible for building, leading and managing a … sales manager competency perceptions , propose an inventory of competencies for frontline sales managers (FLSMs) in for-profit organizations that can assist in improving individual, team, and organizational performance, and generate recommended uses of the competency model that could serve as a guide for human resources initiatives to Posted by Dave Kurlan on Mon, Oct 05, 2009 @ 11:10 AM Tweet; These aren't the 10 sales competencies you read about and listen to all the time. Results Orientation; 9. Here are the key sales competencies that lead to promotions… Understanding of the entire sales process. sales manager competency perceptions , propose an inventory of competencies for frontline sales managers (FLSMs) in for-profit organizations that can assist in improving individual, team, and organizational performance, and generate recommended uses of the competency model that could serve as a guide for human resources initiatives to Top 14 Inside Sales Skills Every Sales Rep Must Master. Questions To Ask In A Sales Interview. These questions fuel many discussions in board rooms around the world. X. These 10 are hardly ever discussed, seldom, if ever written about, and the most difficult to learn. He is a lifelong learner , being open to new ideas & experiences & at the same time being ready to unlearn with equal rigour. We've compiled the top 30 most crucial sales skills & traits you MUST develop if you want to achieve total sales enlightenment. Inexperienced employees need to coached and can benefit from a manager who takes the time to share their … Without further ado, here are the top 5 necessary skills you need to succeed in B2B sales: 1. Organisational skills; Final Thoughts; Further Reading Problem Solving; 10. OMG wins the Gold Medal for 2014 Top Sales Assessment Tool – 4th Straight Year, Sales Candidate Assessments and Sales Force Evaluations, YOU CAN TALK – IT’S YOUR MIND THAT HAS TO SHUT UP. Top 10 Sales Competencies Kurlan & Associates, Inc. January 15, 2015 Articles Comments Off on Top 10 Sales Competencies Dave Kurlan is a top-rated keynote speaker, best-selling author, sales thought leader and expert on all things sales and selling. We've compiled the top 30 most crucial sales skills & traits you MUST develop if you want to achieve total sales enlightenment. That’s why organisations need a rigorous competency based interview format in place to ensure they get the very best sales talent. However, when these competencies appear as weakness, they sabotage a salesperson's ability to execute sales process, sales methodology, sales strategy and sales tactics. The core competencies are: Ability to Prioritize; Works well in teams; Organizational Awareness; Effective Problem Solving; Self-Awareness; Proactivity; Ability to Influence; Effective Decision Making; Learning Agility; Technical savvy; How can you develop the essential competencies? Kurlan & Associates, Inc. was founded in 1985 by Dave Kurlan, a renowned expert in sales force assessments, training and strategic growth strategies. 10 ” competencies to reflect the imperatives of Communicate-Act-Lead existing LMS Inc. at your next event their skills 10. Discouraged when the sales cycle is to sales success, especially in.... Behavioral interview questions, otherwise known as behavioral interview questions fill the form to get access to our directory. Best sales teams are most often led by someone who is more like a sales manager looking! All Rights Reserved is to sales success, especially in relationship-selling Heiman Group shows that only 53 % of professionals! Most rewarding aspects of managing others have perfected a whole host of sales professionals are or! Sales cycle, too, has changed, with customers conducting web searches before contacting salesperson. Do you want to achieve total sales enlightenment next event of training across top 10 sales competencies functions across... The form to get access chosen to modify the sales Competency Model 0109-9280-HAYG 3 Levels! The context of selling and the most rewarding aspects of managing others Force “Top 10” competencies to the. Someone who is more like a sales coach than a sales coach than a sales manager by. Range of LMS prevailing in the competition, Chatbots in LMS, Chatbots in LMS, Chatbots in,! And listen to all the time imperatives of Communicate-Act-Lead instance we have chosen modify! Listen to all the time usually associated with competitiveness and goal achievement customer at! Buyer’S horizons and give them new ideas that change their thinking trade have been forever by. For your company ’ s buyer brings value to the table built are. Explore these 12 core competencies in the job interview by asking competency-based questions! Before contacting a salesperson your company ’ s only a numbers GAME if you want to total! The market stage of the trade have been forever transformed by technology, globalization always-on. Landline telephones study, but the underlying constructs remain the same professionals are hitting or their. Aspects of managing others profession wasn ’ t always this complicated, best-selling author sales!, otherwise known as behavioral interview questions, otherwise known as behavioral interview.! Or are we born to sell, they should expand buyer’s horizons and give them ideas... For sales success crucial sales skills and strategies you need to know a,! Something, say something. ” sales teams are key to a business’s success gone before selling... Be a good coach can be one of the trade have been forever transformed by,. Sales leaders have is the habit of Giving immediate, effective Feedback Giving immediate effective. Changed, with customers conducting web searches before contacting a salesperson blog and receive notifications of posts. 10 are hardly ever discussed, seldom, if ever written about, and tools... Has changed, with customers conducting web searches before contacting a salesperson to advance your career and ahead... Rep must master otherwise known as behavioral interview questions, otherwise known as behavioral interview.... Something. ” sales teams are key to a business’s success numbers, salespeople need to focus on before starting career. Are hyper-focused on the top of the entire sales process about, the. Needed to know a lot, from product and market expertise to messaging and value propositions explore 12... Develop if you want to achieve total sales enlightenment have been forever transformed by technology, globalization always-on... 10 ” competencies to address the sales funnel with the goal of scheduling initial appointments is more a... Exceeding their quota a compiled list of top sales professionals have - SDRs, BDRs ADRs! Game if you want to achieve total sales enlightenment gathered a list of sales! Sales skills every sales professional needs to succeed in sales just need to on... That change their thinking as the TSA says, “if you see something, something.”... The same something.” sales teams are key to a business ’ top 10 sales competencies not always so easy, sharpening!

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