Book description
Success in Selling: Developing a World-Class Sales Ecosystem presents timely research on key trends reshaping today’s sales profession and introduces the new ATD World-Class Sales Competency Model.
An indispensable reference for assembling a world-class sales force, Success in Selling offers a significant revision of the 2008 ATD World-Class Competency Model. It is a comprehensive sales tool essential for all sales professionals—from those on the front line of selling, to those managing and developing sales talent, to those creating other sales enablement solutions. It provides guidance for customizing the model’s key competencies for both organizations and individual sales professionals and features case studies, job aids, templates, and other tools critical for personal and organizational success.
Success in Selling:
offers key analysis of trends shaping today’s sales ecosystem
presents detailed descriptions of sales competencies that drive success
describes how organizations and individuals can customize the new model to their own needs.
Table of contents
- Cover
- Title Page
- Copyright
- CONTENTS
- Preface
- Acknowledgments
- Introduction
- 1. Value Proposition for the New ATD WCSCM
- 2. Key Trends Shaping the Sales Profession
- 3. Overview of the New ATD WCSCM
- 4. Areas of Expertise
- 5. Foundational Competencies
- 6. How Organizations Can Use the New Model
- 7. How Individuals Can Use the New Model
- 8. Adapting the WCSCM to Your Organization
- Appendix A: Areas of Expertise Dictionary
- Appendix B: Foundational Competencies Dictionary
- Appendix C: Research Methodology
- Appendix D: Validation Survey Results—Demographics and Summary
- Appendix E: Tools for Organizations to Conduct Competency Assessment
- Appendix F: Tools for Organizations to Build Hiring Guides
- Appendix G: Tools and Templates for Individuals to Use the ATD WCSCM
- References
- Project Team
- About the Author
Product information
- Title: Success in Selling: Developing a World-Class Sales Ecosystem
- Author(s):
- Release date: December 2015
- Publisher(s): Association for Talent Development
- ISBN: 9781607283225
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