ASTD World-Class Sales Competency Model
The next evolution of professional selling? It's called professional
competence.
At the end of the day, many customers buy from
you because of your people. Your ability to plan,
make and sell your solutions is defined by the people who
plan, make, and sell your solutions. This section on sales
competencies defines the specific set of requirements
necessary to deliver world-class selling capability and
increase your competitive advantage. Wouldn't it be great if
you could both replicate what works and help folks see when
it is not working?
The American Society for Training & Development (ASTD) recently conducted a comprehensive study of the sales
profession in order to define the new sales competencies
necessary to execute a world-class selling system. The
competency model project was designed to help
sales trainers, sales
performance improvement consultants, learning leaders, and
sales managers in their understanding of:
 What do sales people, sales trainers,
sales managers, sales operations team members, and sales
recruiters do?
What
makes an excellent sales trainer, sales person, sales
recruiter, or sales
manager?
What
is the best way to teach salespeople?
How
do salespeople learn; and what is the most important
knowledge and skill to teach them?
Everyone says they want a world class sales team,
but very few can get there...
Find out more:
Preview the book!
World-Class Selling: New Sales
Competencies book
Read the article! The world-class sales competency model
was unveiled in the
June, 2009 T+D Magazine article, titled "The
Power of the Pyramid" Get yours for free
now!
To become a truly world-class sale team, your
organization must ratchet performance day
after day, and month after month. Your sales team sales force
development processes should constantly analyze sales team
skills and ensure that everyone has what it takes to stay ahead of the competition. Whether your company has a small, medium, or large sales
force, knowing certain aspects about your team is critical
to getting new clients. Carefully consider
the strategies to
handle your sales force and successfully keep up with the
competition in your fast-moving industry.
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Think about it:
Your organization has invested heavily in product
development, marketing, and infrastructure. How
intertwined was the sales team during those
conversations? How will your organization
follow through and deliver at a world-class level to
constantly improve the critical link between your
organization and other organizations? |
About the world-class sales competency model:
Conducted
over 45 one-on-one interviews with subject matter experts
Comprises
the competencies required for a world-class sales
organization (including sales, sales management,
sales operations, and sales training)
Conducted
17 focus groups world-wide
Validated the model with
over 2,000 international survey respondents
held
a special session on sales competency at the ASTD
International Conference in 2008, 2009,
and 2010.
To discuss:
1640 King Street, Box 1443
Alexandria, VA 22312
Telephone: 703.683.8100
E-mail:
john.pierce [at] astd.org
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