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World Class Selling: New Sales Competencies
book

World Class Selling: New Sales Competencies

by Brian W. Lambert, Tim Ohai, Eric M. Kerkhoff
June 2009
Intermediate to advanced content levelIntermediate to advanced
272 pages
10h 6m
English
Association for Talent Development
Content preview from World Class Selling: New Sales Competencies

Chapter 7

A Call to Action

Nothing endures but change.

—Heraclitus

In this chapter:
  • Learn how to use the ASTD World-Class Sales Competency Model to improve performance directly and indirectly.
  • Assess your organization’s readiness for change.
  • Find out how you can use this book in your specific occupation.

In chapter 2, we introduced the concept of balancing capacity with competence. Sales capacity can look and feel different in different organizations. Some organizations may develop specific go-to-market plans based on market research or innovation, while others gather their top sales executives to identify critical opportunities ...

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Publisher Resources

ISBN: 9781562865580