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Roxy Torres is a former senior manager at ATD, where she ran the FIRE, sales enablement, and government content areas. For the Sales Enablement Community, Roxy spearheaded the 2015 update of the ATD World-Class Sales Competency Model. Prior to joining ATD, Roxy held various roles in business development and sales enablement at CEB (now Gartner).

Roxy Torres

March 2018 - TD Magazine

Talent Development Is on FIRE

Roxy Torres describes the 7th Annual Sales Enablement Lunch & Learn event.

Succeeding With Sales Enablement in 2017

September 2016 - TD Magazine

The Value of War Games in Government

In the July 2016 cover story of The Public Manager, “A Space to Innovate,” we talked with Susannah Fox, chief technology officer at the U.S. Department of Health and Human Services.

Bringing Innovation to the Federal Front

Sneak Preview: The Sales Enablement Experience at ATD 2016

In June 2014, ATD began the journey of updating its 2008 World-Class Sales Competency Model™. As we went through this process, it was important for us that the new model: have a global and multi-industry perspective.reflect current and future trends for the sales profession.served as a valuable and actionable resource for sales force development professionals. The research has been finalized, and the model has been constructed and validated. We are now in the process of polishing the data, drafting the final reports, and getting everything ready. In the meantime, here is an infographic summarizing the findings. Learn more about ATD’s New World-Class Sales Competency Model.

Infographic on ATD's New World-Class Sales Competency Model

To be sure, there are many definitions for sales enablement—to reflect the varying priorities and scope of the sales role within individual organizations. Likewise, sales enablement can live in many different departments. This begs the question: What are the specific needs sales enablement must fulfill? Indeed, with so many variances, sales enablement cuts a wide path. Professionals need a roadmap to ensure they are moving in a right direction. The New ATD World-Class Sales Competency Model™ outlines the five key Areas of Expertise (AOEs) for the sales enablement function. Keep in mind that not every sales enablement professional will or must master all of these AOEs. On one hand, there are sales enablement specialists (sales coaches, sales recruiters, sales compensation analysts, CRM administrators, and so forth). On the other hand, there are sales enablement generalists, who despite dabbling more on some sales enablement AOEs than others, poses a general awareness of all the sales enablement AOEs and leverage that awareness to bring a more well-rounded approach to their role. Based on in-depth research from 295 professionals in the field worldwide and across various industries, and taking into consideration the slew of definitions out there, ATD sees sales enablement as collaborating across functions to promote sales success through these five specific areas: Sales Talent SelectionSales Talent DevelopmentSales Tool and Process ImprovementSales CoachingSales Incentive and Compensations Design.Bottom line: Regardless of your internal job description, department, boss, or title, as a sales enablement professional, you undoubtedly work to support the sales organization and collaborate with multiple departments to get your job done. Satisfying these five Areas of Expertise will help your organizations achieve sales success. To learn more, join me June 11 for the webcast The New ATD World-Class Sales Competency Model. We will examine key trends and emerging sales practices shaping the sales profession and their impact on the competencies needed by sales professionals and explore how you can leverage the new model for selecting, hiring, assessing, and continuously developing sales talent.

New Competency Model Defines Areas of Expertise for Sales Enablement Professionals

Panel on Maximizing the Effect of Sales Training—Part 2

ASTD 2014 Panel on Maximizing the Effect of Sales Training—Part 1

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