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

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3

OVERVIEW OF THE NEW ATD WCSCM

This chapter describes the structure of the new World-Class Sales Competency Model (WCSCM) and the reasons for changing the structure of the original (2008) model. It details the roles that the new model includes and compares the areas of expertise (AOEs) and foundational competencies of the two models.

Comparison With the 2008 WCSCM

The 2008 ATD WCSCM used a pyramid image to illustrate the architecture of the model. The six categories of sales roles are placed at the top of the pyramid, all 13 AOEs are placed together in the middle, and the four clusters of foundational competencies form the base of the pyramid (Figure 3-1).

The results of interviews with leading sales practitioners in the 2014 study, as well ...

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