COMPETENCY: THE NEXT EVOLUTION IN
SELLING
~ ASTD unveils new
model for sales performance to help drive revenue through
sales team development ~
June 2009
June, 2009 - U.S. organizations
spend approximately $15 billion per year on sales training
but the salespeople receiving it often find it ineffective.
When the training is useful a lack of organizational
support can mean that good training goes to waste. Against
this backdrop, the American Society for Training & Development
(ASTD) launched a world-class selling research project
to unveil a game-changing concept for the sales profession:
The World-Class Sales Competency Model.
The ASTD model is a significant
addition to any technique and program based approach
to sales training. It is inclusive and broad-based,
expanding the view to include the competencies required
by everyone directly responsible for revenue generation.
The model is backed by research and input from sales
professionals, practitioners, and academics from around
the world. It defines the knowledge, skills, and abilities
required for world-class sales competence.
ASTD's World-Class Sales
Competency Model is unveiled and explained in the book
World-Class Selling: New Sales Competencies,
published by ASTD Press, which will be released June
1, at the 2009 ASTD International Conference & Exposition
in Washington, D.C. The book is a blueprint for successfully
engineering the performance of sales professionals,
and includes tools for assessing an organization's capacity
and competence.
###
|
|
