ATD World-Class Sales Competency Model

Sales Talent Development Redefined to Create a Competitive Advantage

To enhance its usefulness to organizations and individuals, the new ATD World-Class Sales Competency Model ^TM (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.

12

Areas of Expertise
4

Foundational Competency Clusters
3

Role Groups
1

Framework

Publications about the Model

Success in Selling

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Articles

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New Sales Enablement Certificate Program

Learn how to apply the ATD World-Class Sales Competency Model to develop and deliver effective sales talent development solutions—all with the ultimate goal of building, developing, and supporting an all-star sales team. You will leave this program with the skills to meet the ever-changing needs of a dynamic sales organization.

Upcoming Offerings:

Feb. 20-21, 2019 in San Diego, CA
May 17-18, 2019 in Washington, DC at ATD 2019
Sept. 12-13, 2019 in New York, NY
Dec. 12-13, 2019 in Chicago, IL

Learn More

License the Model

License for Internal Use

Take your sales organization to the next level with the ATD World-Class Sales Competency Model™ (WCSCM)!
Licensing the ATD WCSCM allows your organization to unify its sales and learning functions under a common language and standards around sales talent development by implementing a comprehensive and researched-backed sales competency framework.

Your organization may license the WCSCM directly for internal use to:

structure roles in sales and supporting functions
set standards for attracting, assessing, selecting, engaging, developing, retaining, and credentialing sales, sales management, and sales enablement professionals
create implementation materials such as hiring guides, career maps, assessment tools, and training curricula to promote the practice of the competency framework provided.

Pricing Options:

$5,000 for two (2) years
$10,000 for five (5) years

License Terms:

Deliverables will be released once the licensing fee has been paid in full.
Renewal terms and pricing available separately.

Adaptation Rights: As a licensee, you are allowed to customize the model by up to 25 percent to better meet your organization’s terminology and taxonomy, for example. Any adaptations of the WCSCM beyond nomenclature changes require prior review by and approval from ATD.

Restrictions: The license is for the use of the model within your individual organization regardless of size, and limited to direct employees. All materials may only be displayed, posted, or stored behind your organization’s firewall or secured access site.

Deliverables:

Success in Selling: Developing a World-Class Sales Ecosystem e-book (PDF format) and two (2) print copies
editable copies of Success in Selling’s “Appendix A: Areas of Expertise Dictionary” and “Appendix B: Foundational Competencies Dictionary” (Word format)
electronic copies of competency-based implementation tools and templates, including competency gap assessments (Excel format)
visual graphics of the model (PNG/JPEG format).

Ready to license the Model? Contact Kimberly McAvoy at kmcavoy@td.org.

License for Sales Consultants and Training Providers

Take your business to the next level by incorporating the ATD World-Class Sales Competency Model™ (WCSCM) into your solutions for sales organizations!
Licensing the ATD WCSCM allows you to help client organizations unify their sales and learning functions under a common language around sales talent development by implementing a comprehensive and researched-backed sales competency framework.

As a sales consultant or training provider may license the WCSCM to help client organizations:

structure roles in sales and supporting functions.
set standards for attracting, assessing, selecting, engaging, developing, retaining, and credentialing sales, sales management, and sales enablement professionals.
create implementation materials such as hiring guides, career maps, assessment tools, and training curricula to promote the practice of the competency framework provided.

Pricing Options:

$15,000 for use with up to five (5) client organizations
$17,500 for use with up to seven (7) client organizations
$20,000 for use with up to ten (10) client organizations

License Terms:

Licenses for client solutions expire after a two-year period from the license date regardless of when you begin using the Model with your client organization(s).
Deliverables will be released once the licensing fee has been paid in full.
Renewal terms and pricing available separately.

Adaptation Rights: As a licensee, you are allowed to customize the model by up to 25 percent to better meet your client organizations’ terminology and taxonomy, for example. Any adaptations of the WCSCM beyond nomenclature changes require prior review by and approval from ATD.

Deliverables:

Success in Selling: Developing a World-Class Sales Ecosystem e-book (PDF format), two (2) print copies per client organization, and a discounted rate for additional copies purchased during the license term
editable copies of Success in Selling’s “Appendix A: Areas of Expertise Dictionary” and “Appendix B: Foundational Competencies Dictionary” (Word format)
electronic copies of competency-based implementation tools and templates, including competency gap assessments (Excel format)
visual graphics of the model (PNG/JPEG format).

Ready to license the Model? Contact Kimberly McAvoy at kmcavoy@td.org.

Sales Enablement Resource Center for Enterprise

The Sales Enablement Resource Center is a subscription product for enterprise clients only. This product includes the License for Internal Use of the ATD World-Class Sales Competency Model for the duration of the subscription.

Perfect for anyone who supports or manages the development of a sales team, the ATD Sales Enablement Resource Center covers a variety of topics, from sales strategy definition and execution to best-in-class sales onboarding to data-driven, just-in-time sales training. Make sales enablement practical with curated tips, competency-based tools and templates, and insights from peer practitioners and field experts available on demand, anytime, anywhere.

ATD's Sales Enablement Resource Center will equip your sales enablement practitioners, sales managers, and sales leaders with quick answers, helpful tips and relevant templates to help them be nimble and responsive in supporting your ever-changing sales force. This resource will empower your team to build better sales enablement programs and create more effective learning solutions that deliver sales results.

Included in this Resource Center:

all ATD Sales Enablement books + other non-ATD popular titles
practical videos from peer sales enablement practitioners
archived webcasts
downloadable job aids, tools, and templates
full research reports
infographics
TD magazine articles
a license to use the ATD Sales Accelerators Program (off-the-shelf training modules on key selling skills)
a license to use the ATD World-Class Sales Competency Model

Request more information.

What is the role of sales enablement professionals?

Answer: Sales enablement professionals are engaged in an ongoing process of recruiting, selecting, hiring, onboarding, developing, equipping, motivating, and rewarding the sales force to achieve business ...

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