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The heart of sales enablement is the people. As a sales enablement professional, how do you ensure that the sales team has the right business-essential competencies to achieve their business goals? The cutting-edge ATD World-Class Sales Competency Model (WCSCM) was designed to give you the required tools to tackle this challenge from all sides—recruiting, coaching, training, process improvement, and more. In this practical workshop, you will learn how to apply the WCSCM to develop and deliver effective sales talent development solutions—all with the ultimate goal of building, developing, and supporting an all-star sales team at your organization.

One of the key problems that keeps sales enablement professionals awake at night is how to create an environment that enables the sales force to successfully meet its targets and goals. In this case-based, two-day workshop, you will learn how to deploy the ATD WCSCM to build this type of environment. You will start with exploring and identifying the business-essential competencies for all members of the sales ecosystem. This core knowledge sets you up for what’s next—building a toolkit to recruit, coach, manage, and train a team of highly effective sales professionals. Next, you will customize a sales assessment tool that you can use on the job to identify competency gaps at individual and group levels. Finally, you will use a systems approach to create integrated sales enablement learning solutions that are results driven, measurable, and will win big for your organization. Leave this workshop with the skills to quickly develop solutions that can meet the ever-changing needs of a dynamic sales organization.

Course Information
Who Should Attend?

This workshop is designed exclusively for sales enablement professionals. Primary audiences include individuals who are responsible for defining the talent development needs of the sales organization and for developing, managing, and evaluating sales learning and development solutions.

Typical roles include:

  • Sales Trainers and their Managers
  • Sales Coaches
  • Sales Managers
  • Sales Leaders
  • Sales Consultants

ATD Education programs are designed primarily for learning professionals – trainers, instructional designers, and organizational development practitioners – but also greatly benefit anyone within an organization who is responsible for developing others, from managers to human resources specialists.

What Will I Learn?

After this program, you will be able to:

  • Leverage the ATD WCSCM to explore, identify, and customize business-essential competencies for members of the sales ecosystem.
  • Customize and use a competency assessment tool to determine competency gaps, which can then be used to prepare staffing tools and competency development solutions.
  • Use a systems approach to define, design, develop, deploy, manage, and measure sales talent development solutions with agility.
  • Screen and select sales talent, including trainers and coaches, who fit best with the overall strategy of the enablement program.
  • Conduct formative and summative evaluation of sales enablement solutions, and use the results for continuous improvement of these solutions.
  • Measure the business impact of sales enablement solutions.
How Long Is This Course?

Face-to-Face: 2 days
On-Site: Flexible dates & duration

Can I Earn Credit?

Earn 1.4 Continuing Education Units (CEUs) upon successfully completing this program. This program may be eligible for up to 14 CPLP recertification points. This program may be eligible for up to 14 APTD recertification points. This program has been pre-approved for 14 (General) recertification credit hours toward PHR, SPHR, and GPHR recertification through the HR Certification Institute. This program is valid for 14 PDCs for the SHRM-CP or SHRM-SCP. For more information about certification or recertification, please visit www.shrm.org/certification.

What Is The Attendance Policy?

Participation in all originally scheduled days of the program is mandatory in order to receive the certificate of completion and 1.4 CEUs. Participants who miss more than two hours of the entire program will not be eligible to receive the certificate. Participants who fulfill the attendance requirement will receive a certificate at the end of the program.

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