Accelerating Revenue through Learning How to drive sales capability with the 5 gears of effectiveness RE Plank USFP Putting your sales team into overdrive with the 5-step model for performance

Accelerating Revenue through Learning How to drive sales capability with the 5 gears of effectiveness Putting your sales team into overdrive with the 5-step model for performance

The World-Class Definition as Enabler 3. Individual Assessment & Group Profiling 1. Business Analysis & Requirements Definition Self Assessment Objective Testing Performance Testing 2. Competency Modeling Assessment Instruments World-Class Definition Top Performers Prototype Development & Validation Data Collection & Analysis Competency Model Strategic Thinkers Learning Strategy & Roadmap Learning Design & Development Recruitment Selection & Hiring 5. Learning Development/ Acquisition & Deployment 4. Employment & Placement Adapted from: Productivity Dynamics and American Society for Training & Development (ASTD) results transfer like/learn 6. Measurement of Business Impact

World-Class Selling : New Sales Competencies Executive Summary Introduction. Roadmap for Defining World-Class Selling CHAPTER 1: Defining the Sales Profession CHAPTER 2: The Power of Alignment CHAPTER 3: A Model of World-Class Sales Competency CHAPTER 4: The New Sales Roles CHAPTER 5: The New Sales Areas of Expertise CHAPTER 6: New Foundational Competencies CHAPTER 7: A Call to Action APPENDIX A: Comprehensive Competency Dictionary APPENDIX B: Example Assessment Tools APPENDIX C: A History of ASTD Competency Models APPENDIX D: Research Methodology APPENDIX E: Demographics and Summary of Survey Reponses

ASTD Sales Profession Competency Model

Example of Evaluation: Foundational Competencies Measure?

Focus of Study Study Questions: 7 Study Questions: What common competencies and expertise do sales professionals need to possess in order to successfully achieve world-class sales status? How do these competencies align to roles in terms of focus and differentiation?

Premises/Assumptions 8 Human agents involved in the exchange between buyer & seller Effective selling requires a systems approach Facilitate the exchange of value between buyers & sellers

Professional Selling Defined “The occupation required to effectively develop, manage, enable, and execute a mutually beneficial, interpersonal exchange of goods, services, or solutions for equitable value within the full context of the buying and selling relationship.”

Survey Survey: 3,500 total responses 2,100 valid (and full) responses 12% outside N. America Representation from 17 job titles Salespeople, Sales Management, Sales Operations, Sales Training & Development 23% more than 15 years tenure

Areas of Expertise (AOE) Please rate the importance of the following list of areas of expertise as they pertain to your success at your current job, as you perform it. Essential (5) Very important (4) Average Rating Creating and Closing Opportunities 48.5% 27.2% 4.05 Protecting Accounts 47.2% 28.2% 4.06 Defining and Positioning Solutions 22.8% 31.8% 3.49 Supporting Indirect Selling 20.1% 30.4% 3.35 Setting Sales Strategy 33.4% 34.0% 3.78 Managing Within the Sales Ecosystem 17.7% 30.9% 3.27 Developing Sales Force Capability 32.0% 29.8% 3.67 Delivering Sales Training 31.2% 28.0% 3.61 Coaching for Sales Results 33.1% 30.5% 3.70 Building Sales Infrastructure 26.7% 35.5% 3.65 Designing Compensation 16.1% 25.9% 3.00 Maintaining Accounts 33.7% 31.5% 3.74 Recruiting Sales Talent 21.9% 24.5% 3.15

Top 3 AOEs Please identify the top 3 areas where you spend the most time. Top 3AOE % 1. Creating and Closing Opportunities 19.1% 2. Protecting Accounts 11.7% 3. Defining and Positioning Solutions 7.0% 4. Supporting Indirect Selling 4.3% 5. Setting Sales Strategy 10.3% 6.  Managing Within the Sales Ecosystem 3.7% 7. Developing Sales Force Capability 7.2% 8.Delivering Sales Training 7.7% 9. Coaching for Sales Results 8.7% 10. Building Sales Infrastructure 5.0% 11. Designing Compensation 1.0% 12. Maintaining Accounts 11.9% 13.  Recruiting Sales Talent 2.5%

The Impact of the Model

Uses of the Model in Academia Assessing Needs Planning programs and courses Assessing students Driving a research agenda Advising students and learners Managing and developing faculty Evaluating program processes and results

Uses of the Model for Practitioners : Sales Talent Management Source: The New Face of Talent Management, ASTD Whitepaper, ASTD Press, 2009.

Free World-Class Selling Book Special offer for teachers of professional selling. Contact Brian Lambert and receive a free copy of World-Class Selling! A $298.00 value. blambert@astd.org

Thank You! Dr. Brian Lambert Director, Sales Training Drivers blambert@astd.org +1 703 683 8159 www.SalesTrainingDrivers.org

Academic Research in Process Project 1 develop and validate measurement scales for each of the 13 AOE’s and the 29 foundational competencies. Two complete set one visual by buyers, one visual by sellers Project 2 Test for impact on performance using methodology where dependent variable is embedded in research design using ISM respondents as per multiple Plank and Reid Papers

Project 2: Using one or more large firms test for performance across their sales force on all foundational competencies and AIO’s using their performance data.