Chapter 7
A Call to Action
Nothing endures but change.
—Heraclitus
In this chapter:
- Learn how to use the ASTD World-Class Sales Competency Model to improve performance directly and indirectly.
- Assess your organization’s readiness for change.
- Find out how you can use this book in your specific occupation.
In chapter 2, we introduced the concept of balancing capacity with competence. Sales capacity can look and feel different in different organizations. Some organizations may develop specific go-to-market plans based on market research or innovation, while others gather their top sales executives to identify critical opportunities ...
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