World Class Selling: New Sales Competencies

Appendix C

A History of the ASTD Competency Models

ASTD has sponsored six studies of practitioner roles and competencies. These studies all attempted to identify what roles should be fulfilled and what competencies successful practitioners should demonstrate.

By looking back on these six models, workplace learning and performance (WLP) practitioners can see how the field has gradually moved away from a single area of focus (that is, training) to an emphasis on learning as a means to an end: improving individual and organizational performance. These studies have built a framework for thinking about the WLP field and have driven professional development and education curricula to prepare people to move into the profession or advance in it.