1. 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

2. 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

3. 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

4. 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

5. ASTD Sales Profession Competency Model

6. Example of Evaluation: Foundational Competencies
Measure?

7. 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?

8. Premises/Assumptions8
Human agents involved in the exchange between buyer & seller
Effective selling requires a systems approach
Facilitate the exchange of value between buyers & sellers

9. 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.”

10. 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

11. 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

12. 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%

13. The Impact of the Model

14. 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

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

16. 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 $ value.

17. Thank You! Dr. Brian Lambert Director, Sales Training Drivers

18. 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

19. 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.