Sales Competency Model

The American Society for Training & Development (ASTD) recently conducted a comprehensive study of the sales profession in order to define the new sales competencies necessary to execute a world-class selling system. The competency model project was designed to help sales trainers, sales performance improvement consultants, learning leaders, and sales managers with their understanding of: What do sales people, sales trainers, sales managers, sales operations team members, and sales recruiters do? What makes an excellent sales trainer, sales person, sales recruiter, or sales manager? What is the best way to teach salespeople? How do salespeople learn; and what is the most important knowledge and skill to teach them? About the world-class sales competency model: Comprises the competencies required for a world-class sales organization (including sales, sales management, sales operations, and sales training) Conducted 17 focus groups world-wide Validated the model with over 2,000 international survey respondents The team conducted over 45 one-on-one interviews with subject matter experts

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