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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).

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.

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.

Science of Learning 101: Are We Doing the Right Things?

Patti Shank | June 15, 2015 | Article

continuous learningCurrently, corporate learning and development (L&D) is still skewed heavily toward building courses and content, but this approach is not really in sync with the exponential rate of knowledge change and today’s knowledge-heavy work processes—or the instructional piece work L&D provides.  Consequently, L&D is dangerously close to becoming irrelevant in many organizations.  

ATD Reveals New World-Class Sales Competency Model

Reza Sisakhti | April 29, 2015 | Article

The updated model is based on comprehensive research on evolving trends and practices in sales.

Data Driven: How Performance Analytics Delivers Extraordinary Sales Results

Book Sampler (Table of Contents, Preface, Chapter 1)
Jenny Dearborn | February 24, 2015 | Book Chapter

A "how-to" guide to boosting sales through predictive and prescriptive analytics.

Fearless Instructional Design: Learning From the Imagination of Jim Henson

TechKnowledge 2015 FR200
Michelle Lentz | January 16, 2015 | Video

Too often, instructional designers end up trapped in their boxes of theory. Sometimes we need to open that box and peer outside to glean ideas and inspiration from sources outside our industry. Jim Henson started working as a puppeteer in 1954, long before many of us considered corporate instructional design (ID) as a career. Yet, Jim Henson applied many of the core ideas from ID in his imaginative work. Viewing our own theories and ideas used in different ways is a great way to help inspire us to think of new and fearless ideas. We will cover Henson's use of storyboarding, storytelling, iteration, templates, and more, and bring it back to practical uses in instructional design. We'll get creative, discussing how construction of a Muppet can translate to construction of a course. Also, this session is fun. There might even be a Muppet.

Using High Tech to Develop High-Touch Skills

TechKnowledge 2015 TH107
Janice Burns | January 15, 2015 | Video

Your organization has invested in enough high-tech and no-tech learning assets to fill a catalog. You understand the math. It's all about 70-20-10 and you want to do more with technology to drive all three. How do you select and leverage the right assets, not only to save time and money, but also drive better learning outcomes and performance? It's not enough to just assemble the right parts and pieces, you want to gain support and sustain it as well. During this session, the speaker will help you identify the right blend of technologies to bring formal and informal learning together. You'll learn how to create a visual snapshot of a high-tech, high-touch development program and receive a template to present your program in a compelling way. You will leave with ideas, insights, and tools to use with social media, mobile support, games, and simulations to sustain learning, so your organization gets the most out of its training dollars, and your learners get what they want. You will understand how you can use high-tech to assess gaps in high-touch skills and learn new approaches to design personalized development programs to address those gaps. Determine how technology can help you gain buy-in and commitment from key stakeholders to achieve measurable results. Basic knowledge of 70-20-10 or formal and informal learning components will maximize the dialogue and learning in this session.

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