5
FOUNDATIONAL COMPETENCIES
In addition to the areas of expertise (AOEs) that delineate the knowledge, skills, and expertise required for specific roles, the new ATD World-Class Sales Competency Model (WCSCM) contains 23 foundational competencies grouped into four clusters: collaboration, insight, solution, and effectiveness (Table 5-1). These foundational competencies are shared by all members of the sales profession.
Table 5-1: Foundational Competencies
Descriptions of Foundational Competencies
The following is a brief description of the foundational competencies organized in the four clusters. For a detailed summary of key actions for these ...
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