Success in Selling: Developing a World-Class Sales Ecosystem

APPENDIX B

FOUNDATIONAL COMPETENCIES DICTIONARY

The new ATD World-Class Sales Competency Model (WCSCM) defines four clusters of foundational competencies:

1.   Collaboration Competencies

2.   Insight Competencies

3.   Solution Competencies

4.   Effectiveness Competencies

Each of these foundational competency clusters includes a number of competencies, as shown Table B-1.

Table B-1: The Four Foundational Competency Clusters

Cluster 1: Collaboration	Cluster 2: Insight
• Relationship Building • Alignment Building • Strategic Partnering • Teaming • Transformational Leadership • Customer Advocacy	• Business and Financial Acumen • Sector/Industry Insight • Evaluating Customer Experiences • Research/Analysis
Cluster 3: Solution	Cluster 4: Effectiveness ...