World-Class Sales Competency Model

All true professions have a defined set of competencies that provides functional and commonly accepted expectations about what people need to know and do to be successful. With the evolution of the sales profession, ASTD developed a competency model specifically for this field.

In 2008, ASTD conducted a comprehensive study of the sales profession in order to define the new sales competencies necessary to execute a world-class selling system. The result, ASTD’s World Class Sales Competency Model, was launched in 2009. The model defines the specific set of requirements necessary to deliver world-class selling capability and increase your competitive advantage.

Overall, the model helps sales trainers, sales performance improvement consultants, learning leaders, and sales managers in their understanding of:

What sales people, sales trainers, sales managers, sales operations team members, and sales recruiters do?
What makes an excellent sales trainer, sales person, sales recruiter, or sales manager?
What is the best way to teach salespeople?
How salespeople learn; and what is the most important knowledge and skill to teach them?
Everyone says they want a world class sales team, but very few can get there…

Take a Closer Look at World-Class Selling

Find out more about why sales needs a competency model.

Implementing the World-Class Sales Competency Model

Download your free article, Introducing the World-Class Sales Competency Model.

Find out more about how sales organizations like you have applied lessons learned from the World-Class Sales Competency Model.

Download your free article, Implementing the
World-Class Sales Competency Model.

More about the World-Class Sales Competency Model...

About the World-Class Sales Competency Model:

Comprises the competencies required for a world-class sales organization (including sales, sales management, sales operations, and sales training)
Conducted 17 focus groups world-wide
Validated the model with over 2,000 international survey respondents
The team conducted over 45 one-on-one interviews with subject matter experts
Check out the book! World-Class Selling: New Sales Competencies

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