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The New World-Class Sales Competency Model™

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Sales Competency Model

To enhance its usefulness to organizations and individuals, the new ATD World-Class Sales Competency Model (WCSCM) features competencies that are business essential and future oriented. The new model is based on research from a wide range of organizations from around the world that are engaged in many different types of activities, so the model is comprehensive. Its three-part architecture enhances its usability, and it is scalable to organizations of various sizes. It is also adaptable through customization to various industries, geographies, and strategic priorities.

The 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:

  • creating sales job descriptions and career lattices 
  • screening, selecting, and hiring sales talent 
  • conducting sales talent assessments 
  • creating sales learning solutions and learning road maps.

Individuals in sales, sales management and leadership, and sales enablement roles can also benefit from the new model through:

  • self-assessment 
  • personal development 
  • career development planning.

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