Success in selling : developing a world-class sales ecosystem / Reza Sisakhti.

Format:

Book

Author/Creator:

Sisakhti, Reza, author.

Language:

English

Subjects (All):

Sales management.

Physical Description:

1 online resource (216 pages)

Edition:

1st edition

Place of Publication:

Alexandria, Virginia : ATD Press, [2016]

System Details:

text file

Summary:

Success in Selling: Developing a World-Class Sales Ecosystem presents timely research on key trends reshaping today’s sales profession and introduces the new ATD World-Class Sales Competency Model. An indispensable reference for assembling a world-class sales force, Success in Selling offers a significant revision of the 2008 ATD World-Class Competency Model. It is a comprehensive sales tool essential for all sales professionals—from those on the front line of selling, to those managing and developing sales talent, to those creating other sales enablement solutions. It provides guidance for customizing the model’s key competencies for both organizations and individual sales professionals and features case studies, job aids, templates, and other tools critical for personal and organizational success. Success in Selling: offers key analysis of trends shaping today’s sales ecosystem presents detailed descriptions of sales competencies that drive success describes how organizations and individuals can customize the new model to their own needs.

Contents:

Intro

Title Page

Copyright

CONTENTS

Preface

Acknowledgments

Introduction

1. Value Proposition for the New ATD WCSCM

2. Key Trends Shaping the Sales Profession

3. Overview of the New ATD WCSCM

4. Areas of Expertise

5. Foundational Competencies

6. How Organizations Can Use the New Model

7. How Individuals Can Use the New Model

8. Adapting the WCSCM to Your Organization

Appendix A: Areas of Expertise Dictionary

Appendix B: Foundational Competencies Dictionary

Appendix C: Research Methodology

Appendix D: Validation Survey Results-Demographics and Summary

Appendix E: Tools for Organizations to Conduct Competency Assessment

Appendix F: Tools for Organizations to Build Hiring Guides

Appendix G: Tools and Templates for Individuals to Use the ATD WCSCM

References

Project Team

About the Author.

Notes:

Description based on print version record.

Includes bibliographical references.

ISBN:

9781607283225

1607283220

OCLC:

951429363