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

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4

AREAS OF EXPERTISE

Twelve areas of expertise (AOEs) are defined in the new ATD World-Class Sales Competency Model (WCSCM). These AOEs are grouped together and aligned to the three major role categories (Sales Force, Sales Management and Leadership, and Sales Enablement) in the sales ecosystem. Each AOE consists of four components:

key knowledge areas—various knowledge areas that are critical to successful performance on the job

key skills—critical skills needed to perform various tasks related to the AOE

key actions—observable behaviors and activities required for effective performance in the AOE

sample outputs—examples of tangible outcomes produced by sales professionals in the AOE.

During the validation phase of the study, the key ...

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