World-Class Selling: New Sales Competencies | by Brian W. Lambert, Tim Ohai and Eric M. Kerkhoff | 2009 | ISBN: 9781562865580. Sales Books. Download PDF EBooks. Sales Training and Development.
World-Class Selling: New Sales Competencies
by Brian W. Lambert, Tim Ohai and Eric M. Kerkhoff
2009 (353 pages)
ISBN:9781562865580
Delivering the latest criteria for sales teams interested in selling more effectively, this book includes the data-driven documentation needed to properly and confidently position sales resources and operations to achieve greater results.
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World-Class Selling—New Sales Competencies
Foreword
Preface
Executive Summary
Overview
Four Trends Shaping the Profession
Implications of these Trends: Changes in Buyers’ Expectations
The Power of Alignment
A Model for Today and the Future
Assessing Your Organization’s Readiness for Change
Conclusion
Introduction
A Strategic Roadmap for Sales Training and Development
A Note about the Organization of This Book
Workplace Learning and Performance: A Primer
The ASTD Approach to Competency Modeling
Methodology Overview
The ASTD World-Class Sales Competency Model
The Purpose of This Report
What You Will Find in This Report
Chapter 1 – Defining the Sales Profession
Overview
A World Buffeted by Trends
Trends Shaping the Sales Profession
Implications: Changes in Buyers’ Expectations
Defining the Sales Profession
In the Next Chapter
Chapter 2 – The Power of Alignment
Overview
Breaking down the Complexity
Excellence Through Alignment
Tackling Alignment within the Sales System
A New Definition of Sales Training
Functional Areas of Revenue Generation
Sales Competence for Functions Directly Responsible for Revenue Generation
Sales Capacity for Functional Areas Indirectly Responsible for Revenue Generation
In the Next Chapter
Chapter 3 – A Model of World-Class Sales Competency
Overview
Developing an Externally-Focused, Market-Driven Model
How Sales Teams Define Competence
Premises of the ASTD World-Class Sales Competency Model
A Model of World-Class Sales Competencies
Hypothetically Speaking…
In the Next Chapter
Chapter 4 – Roles
Overview
It is Not about Job Titles
The Roles in Action
Where is the Profit Motive?
Playing by the Roles
Validating the Roles
Linking Roles and Competencies
In the Next Chapter
Chapter 5 – Areas of Expertise
Overview
It is about Focus
What is Important?
It is All Relative to the Job
The Role of Technology
Keys to Unlocking the AOEs
In the Next Chapter
Chapter 6 – Foundational Competencies
Overview
Defining the Relevant Behaviors
The Top 10 Foundational Competencies
What is Important?
In the Next Chapter
Chapter 7 – A Call to Action
Overview
Assessing Your Organization’s Readiness for Change
Sales Trainer Applications
Workplace Learning and Performance Applications
Sales Team Member Applications
Sales Manager Applications
Consultant Applications
Academic Applications
Conclusion
Appendix A – Competency Dictionary
The ASTD World-Class Sales Competency Model
Sales Roles
Foundational Competencies
Sales Areas of Expertise
Appendix B – Competency-Based Assessment and Planning Tools
Overview
Worksheet B1. Self-Assessment Inventory
Worksheet B2. Peer and Leader Assessment Inventory
Cover Sheet: Peer and Leader Assessment Inventory
Worksheet B3. Summary of Results Section
Worksheet B3. Summary of Results
Worksheet B4. Development Planning Tool
Worksheet B5. Learning Contract
Worksheet B6. Sales Team Analysis Tool
Worksheet B7. Sales Training Diagnostic
Appendix C – A History of the ASTD Competency Models
2004: Mapping the Future: New Workplace Learning and Performance Competencies
1999: ASTD Models for Workplace Learning and Performance
1998: ASTD Models for Learning Technologies
1996: ASTD Models for Human Performance Improvement
1989: Models for HRD Practice
1983: Models for Excellence
1978: A Study of Professional Training and Development Roles and Competencies
What’s Next
Appendix D – Research Methodology
Purpose
Approach
Appendix E – Demographics and Summary of Survey Responses
Demographics
Research Summary
Roles
Sales Areas of Expertise (AOEs)
Key Actions
Key Knowledge Areas
Key Skills
Foundational Competencies
Insight Competencies
Solution Competencies
Effectiveness Competencies
Appendix F – Project Participants
Individuals
ASTD Chapters
Glossary
References
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