ATD recently completed a comprehensive research project to revise its World-Class Sales Competency ModelTM (originaly developed in 2008). This research project started with a comprehensive literature review to identify trends that are shaping the sales profession. Next, interviews were conducted with subject matter experts (SMEs) from all over the world and various industries to identify emerging sales practices that impact the competencies needed by sales professionals. These results were used to create a new three-part competency model (salesforce, sales leadership, and sales enablement) covering all key roles in the sales ecosystem. The new model was validated and revised based on SME feedback, and further fine-tuned through a large-scale survey of sales professionals worldwide.
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As manager of ATD’s Sales Enablement Community, Roxy Torres is responsible for creating and curating content as well as managing a suite of learning products catering to sales trainers, managers, coaches, executives, and consultants. In this role, she spearheaded the research project to update the ATD World-Class Sales Competency Model (originally developed in 2008).
Prior to joining ATD, Roxy worked at CEB (Corporate Executive Board) serving innovative C-level sales and marketing professionals in both the SMB and Fortune 500 spaces. Throughout her career, Roxy has gained deep understanding of the major pain points of sales enablement, as well as the whys and hows behind the success stories.
Reza Sisakhti is managing director of Productivity Dynamics, a research and consulting firm dedicated to helping clients achieve significant business results through people. For more than two decades, he has been creating sales competency models and measuring the business impact of sales training programs for major corporations.
