INTRODUCTION
Sales has always been a dynamic profession. Today’s fluid business environment, however, is characterized by disruptive business practices, ever-changing customer needs and demands, the emergence of new market opportunities, dramatic technological advances, and a continuing reconfiguration of the sales force. Both sales organizations and sales professionals need to monitor the business landscape continuously in order to identify needed business-essential competencies. To help support that effort, ATD has revised and updated the World-Class Sales Competency Model (WCSCM), its original sales competency model.
In 2008, ATD created the first WCSCM and published the book World-Class Selling: New Sales Competencies the following year. ...
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