Sales Force Productivity Conference

23-25 October 2019 | Atlanta | Ritz-Carlton Atlanta

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WORKSHOP – Managing the Sales Organization Using Competencies

11:30 a.m. to 12:30 p.m.

Fri 25 Oct

Grand Ballroom

session information

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 incompetency 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


Zachary Hall

Associate Professor of Marketing

Texas Christian University

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Hotel Info

The Ritz-Carlton Atlanta
181 Peachtree Street NE
Atlanta, Georgia 30303 

Tel. +1 (404) 659-0400

Hotel Info

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