Note: f represents a figure and t represents a table. |
ASTD 2008 World-Class Sales Competency Model, |
|
76, 79, 243-45, 248f |
A |
ASTD 2008 World-Class Sales Competency Study |
academia, 74-76 |
approach for, 3-4, 247, 249-53 |
accounting, 27 |
benefits of, vii-viii |
accounts |
example organization for, 35-37 |
areas of expertise (AOEs) definition, 99-101, |
methodology for, 4, 5, 247 |
122-23 |
overview of, v-vi, x-xi, xxv, 35, 36f |
assessments for, 169f-71f, 199f-201f, 217t, 226t |
premises of, 33-35 |
importance of, 138f, 145f |
purpose of, 6 |
acumen checklist, 17 |
respondent demographics for, 255-57 |
administrator role |
ASTD Models for Human Performance Improvement, |
definition of, 41, 80, 81t |
244 |
overview of, xvi, 40f, 81, 258t |
ASTD Models for Learning Technologies, 244 |
advertising, 16 |
ASTD Models for Workplace Learning and Performance, |
alignment, xiii-xiv, 21-22, 68 |
243-44 |
See also partnering competencies |
ASTD sales effectiveness levels, 65-67, 65f |
analyses |
|
competencies for, xxii |
B |
of organizations, 207, 207f |
behaviors and competencies, 57-58 |
of sales teams, 234, 234f, 235t, 236, 236t |
See also areas of expertise (AOEs) |
analyst role |
Boyatzis, Richard, 32 |
definition of, 41, 80, 81t |
Burch, Noel, 33 |
overview of, xvi, 40f, 81, 258t |
buyer facilitation, 10 |
areas of expertise (AOEs) |
buyers, xii-xiii, 12-13, 20, 26, 30-31 |
definition of, 79 |
|
importance of, 258-61, 258t |
C |
job titles and, 53f-54f, 260-61 |
capability, 111-13, 142f, 185f-89f, 222t |
key actions, key knowledge areas, 52, 95-126, 137f, |
category management, 10 |
262-90 |
checklists, 14-15, 17 |
overview of, xvii-xxi, 49-52, 49f, 51f, 81t |
chief learning officers (CLOs), 35-37 |
roles and, 47t |
coaching, 116-17, 143f, 192f-94f, 224t |
for trainings, 114-15, 142f, 190f-91f, 223t |
communication, 52 |
assessments |
See also partnering competencies |
for accounts, 169f-71f, 199f-201f, 217t, 226t |
compensation, 120-21, 144f, 197f-98f, 225t |
competencies, 132f-36f, 151f-64f, 207, 207f, |
competence, 2-3, 32, 67 |
208t-15t |
competencies |
peer, leader, 146-49, 150f |
alignment of, xiii-xiv, 21-22 |
self, 128-30, 131f |
assessments of, 132f-36f, 151f-64f, 207, 207f, |
360-degree, 127, 128-30, 206, 207f, 228 |
208t-15t |
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|
|
F |
behaviors and, 57-58 |
finance, 27 |
development planning tool, 229, 230f-31f |
foundational competencies. See competencies |
effectiveness, xxiii, 56f, 57, 59-60, 59t, 91-94, |
Four Ps, 16 |
300-303 |
functional areas, 17, 23, 24f, 26 |
importance of, 58, 291-301 |
|
insight, 56, 56f, 59-60, 59t, 85-87, 295-97 |
G |
overview of, xxi-xxii, 35, 55, 79 |
globalization, x-xi, 10 |
partnering, xxi-xxii, 56, 56f, 59-60, 59t, 83-84, |
goals, xxiii-xxiv, 4, 6 |
293-94 |
|
roles and, 44-45, 46t |
H |
sales and, 23-26 |
HR Chally, 30 |
solution, xxii-xxiii, 56-57, 56f, 59-60, 59t, 88-90, |
human performance improvement (HPI), 244 |
298-99 |
human resource development (HRD), 244 |
tactical selling, 25 |
human resources, 26 |
top ten, 58, 59t |
|
competency model, 2-4, 35 |
I |
competency-based approaches, 22-23 |
indirect sales, 104-5, 139f, 175f-78f, 219t |
competition, xi, 10-11, 19 |
information technology (IT), 26 |
complexity, 20 |
infrastructure, 118-19, 144f, 195f-96f, 225t |
Coné, John, vii-viii |
insight competencies, 56, 56f, 59-60, 59t, 85-87, |
consultant role |
295-97 |
definition of, 40, 40f, 79-80, 81t |
intelligence vs. competence, 32 |
overview of, xvi, 37, 80, 258t |
|
consultants, 73-74 |
J |
consultative selling, xii-xiii, 10, 13, 20, 66 |
job titles, 39, 41-42, 53f-54f, 80-81, 260-61 |
contracts, 232, 232f, 233f |
|
culture, x-xi, 10 |
K |
customer service, 26 |
knowledge, skills, and abilities (KSAs), 32-33, 35 |
|
|
D |
L |
data analysis, 207, 207f |
Lambert, Brian, 21 |
demographics, xi-xii, 11-13, 255-57 |
leader assessments, 146-49, 150f |
developer role, xvi, 40f, 41, 80, 81t, 258t |
leadership development, 12 |
development techniques, 12, 21 |
learning contracts, 232, 232f, 233f |
|
learning technologies, 244 |
E |
See also technology |
ecosystem, 108-10, 141f, 181f-84f, 221t |
loyalty, 26 |
effectiveness competencies |
|
definition of, 57, 91-94 |
M |
importance of, 59-60, 59t, 300-303 |
manager role |
overview of, xxiii, 56f |
definition of, 40f, 41, 80, 81t |
employee demographics, xi-xii, 11-13 |
overview of, xvi, 35, 37, 81, 258t |
environment, xiii, 20 |
managers, 22, 25-26, 57, 72-73 |
expectations, xii-xiii, 12-13, 30-31 |
Mapping the Future (Bernthal), 243 |
See also partnering competencies |
Mapping the Future (Coné, John), vii-viii |
|
marketing, 16, 26 |
|
|
McClelland, David, 32 |
S |
methodology, 4, 5, 247 |
sales |
models, 2-4, 35, 76, 79, 243-45, 248f |
acumen checklist, 17 |
|
competencies and, 23-26 |
N |
definition of, 13 |
National Cash Register (NCR) Corporation, 20 |
indirect, 104-5, 139f, 175f-78f, 219t |
|
old-fashioned, ix |
O |
strategies for, 106-7 |
old-fashioned sales, ix |
technology and, xi |
opportunities, 95-98, 137f, 165f-68f, 216t |
sales capacity, xiv, 23, 63-64 |
organizational performance, 12 |
sales competence, xiv, 63-64 |
organizations, xxiii-xxiv, 17, 64, 68, 207, 207f |
sales effectiveness levels, 65-67, 65f |
|
sales management competency, 25 |
P |
sales process, 22, 26, 66 |
partnering competencies |
sales profession, xv, 14-15, 17, xvf |
definition of, 56, 83-84 |
sales professionals, xi-xii, xvi-xvii |
importance of, 59-60, 59t, 293-94 |
sales promotions, 16 |
overview of, xxi-xxii, 56f |
sales roles. See roles |
peer assessments, 146-49, 150f |
sales teams. See teams |
Pelham, Al, 12 |
sales techniques, 10 |
people, 19 |
sales training. See training |
people development techniques, 12, 21 |
salespeople, xii-xiii, 12-13, 19-20 |
processes, 22, 26, 66, 237, 237f, 238t-41t |
science, 65-66 |
production, 27 |
self-assessments, 128-30, 131f |
professional selling, ix, 14-17 |
skills development, 21 |
professionals, 29 |
solution competencies |
profitability, xiii, 14 |
definition of, 56-57, 88-90 |
promotion, 16, 16f |
importance of, 59-60, 59t, 298-99 |
public relations, 16 |
overview of, xxii-xxiii, 56f |
|
solutions, 102-3, 138f, 172f-74f, 218t |
R |
strategies, xxii-xxiii, 106-7, 140f, 179f-80f, 220t |
relationships, xii-xiii, xxi-xxii, 12-13, 66 |
strategist role, xvi, 40-41, 40f, 80, 81t, 258t |
See also partnering competencies |
Study of Professional Training and Development Roles and |
research approach, 247, 248f, 249-53 |
Competencies, A, 245 |
research methodology, 4, 5, 247 |
success, 35, 71 |
responsibilities competencies, xxiii |
synthesis skills competencies, xxii |
revenue generation, 23-27, 24f, 43-44, 45t |
|
roles |
T |
areas of expertise (AOEs) and, 47t |
tactical selling competencies, 25 |
competencies and, 44-45, 46t |
talent, 124-26, 145f, 202f-5f, 227t |
definition of, 42-43, 79 |
talent management, 12, 21 |
importance of, 44, 44t, 45t, 258t |
team selling, 10 |
job titles and, 39, 41-42, 80-81 |
teams |
See also specific roles |
alignment in, 22 |
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analysis tool, 234, 234f, 235t, 236, 236t |
|
Competency Model applications for, 71-72 |
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managers and, 25 |
technology, xi, 11, 26, 52, 66-67, 244 |
360-degree assessments, 127, 128-30, 206, 207f, 228 |
trainers, 4, 37, 57 |
training |
alignment of, xiii-xiv |
areas of expertise (AOEs) for, 114-15, 142f, |
190f-91f, 223t |
competencies for, 25-26 |
diagnostic, 237, 237f, 238t-41t |
overview of, 1, 22-23, 29 |
training managers, 67-68 |
training professionals, 4, 6 |
trends, x-xii, 9-13 |
trust, 26 |
|
V |
vice presidents, 37 |
|
W |
workplace learning and performance (WLP) models, |
243-44 |
workplace learning and performance (WLP) |
professionals, vii-viii, 68-71, 69f |
worksheets, self-assessment, 128-30, 131f |