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Lead With Your Customer

Chapter 01: Your Customer Really Is the Key
Mark David Jones, J. Jeff Kober | November 24, 2017 | Book Chapter

What creates a successful organization? This chapter introduces The Chain Reaction of Excellence Model, a proven process that makes a successful organization.

How to Influence Employees to Maximize Resources

Richard Moore | February 17, 2017 | Article

Leaders at the Tennessee Valley Authority discovered three key actions leaders can take to influence employees to care about agency initiatives.

Sales Talent Development Competency Gap Self-Assessment

February 01, 2017 | Tool

This self-assessment tool enables professionals to assess their strengths and opportunities in the sales talent development area of expertise (AOE) from the ATD World-Class Sales Competency Model to create an individual plan.

Competency-Based Individual Development Plan (IDP) Template for Sales

December 01, 2016 | Tool

This tool is designed to be used for roles within the sales ecosystem (sales force, sales management and leadership, or sales enablement) and meant to be completed with the help of Success in Selling: Developing a World-Class Sales Ecosystem (ATD 2015).

Preparing for a Presidential Transition: The Practical Guide

Roxy Torres | July 28, 2016 | Article

David Eagles outlines three things all agencies should keep an eye on during a major transition. 

Sequencing a Social Selling Tactical Execution

May 03, 2016 | Tool

Adapted from The Art of Modern Sales Management, this tool outlines the tactics you can sequentially execute to establish, manage, and sustain an effective social selling strategy.

Leadership, Change, and Engagement at the IRS

John Koskinen | February 04, 2016 | Video

On September 10, 2015 John Koskinen, the 48th Commissioner of the U.S. Internal Revenue Service, addressed the Government Workforce Learning Conference.  Commissioner Koskinen discussed managing change and keeping engagement high despite dwindling resources.  To learn more about his approach to leadership in an era of challenge and change see the January 2016 issue of The Public Manager. 

Competency-Based Sales Onboarding Plan

January 06, 2016 | Tool

Based on the new ATD World-Class Sales Competency Model, this is an adaptation of the template developed by Robby Halford as the blueprint for a new competency-based sales onboarding program at his organization. Simply download this Excel template and begin creating a plan to get your sales reps ramped up fast.

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