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Success in Selling: Developing a World-Class Sales Ecosystem by Reza Sisakhti

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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 ...

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