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

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6

HOW ORGANIZATIONS CAN USE THE NEW MODEL

The new ATD World-Class Sales Competency Model (WCSCM), like any other competency model, is a means to an end, not an end in and of itself. It provides sales organizations with a state-of-the-art competency framework that can be a critical tool to achieve a variety of sales talent management goals, such as:

• assessing sales competencies to identify competency gaps at individual, work group, and organizational levels, and to use the insights gained to guide the organization’s investment in acquiring, developing, and retaining sales talent to fill the competency gaps and stay competitive

• conducting capability and capacity analysis to determine an organization’s sales talent strengths and vulnerabilities ...

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