WORKSHOP – Managing the Sales Organization Using Competencies

26 November 2019


Competency models can anchor a sales organization's approach to talent management, performance management, and learning and development. In this workshop, Zach Hall describes current approaches to using competency modeling, offers basic ideas for getting started with competency models for sales, and highlights best practices in competency model implementation. His talk also focuses on:

  • Differentiating between sales and sales management competencies
  • How to evaluate third party assessment tools
  • Understanding the predictive nature of competency assessments
  • Accounting for competency model's potential benefits
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