Sales professionals are often challenged to articulate the value of a proposed solution, so it is fair to question the value of the new ATD World-Class Sales Competency Model (WCSCM). This chapter explores the following questions and articulates the value proposition for the new model for customer-facing sales people, sales managers and leaders, and sales enablement professionals by examining the qualities of the new model, while listing its limitations and describing in greater detail the research methodology that was used in its creation.
• Why does the sales profession need another competency model?
• What is unique and different about this model?
• Can it help my team and me to identify and close ...