Chapter 3
A Model of World-Class Sales Competency
A bad system will beat a good person every time.
—W. Edwards Deming
In this chapter:
- Examine the ASTD World-Class Sales Competency Model.
- Learn about the research premises that drove the development of the model.
- Understand how a competency-based approach can positively affect sales performance.
As the world of selling has become more complex, so have its demands on salespeople. Over the past 15 years, researchers have found that one of the key determinants of sales team member performance was role variability. For example, within the turbulent business environment, sales professionals ...
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