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Sales Training Best Practices


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									ASTD Media Contacts: Kristen Fyfe 703.683.8192 Jennifer Homer 703.683.8123

    Sales Training Best Practices Offered in New Virtual Conference July 21-28
             Conference coincides with release of new white paper on sales competency.

(Alexandria, VA) July 15, 2010 - The American Society for Training & Development (ASTD) will offer a
virtual conference for sales professionals July 21-28. The conference, “Developing High Performing Sales
Teams,” is offered by ASTD’s Sales Training Drivers division and is tailored for sales managers, sales
trainers, HR and learning professionals, and senior executives.

Howard Stevens, founder, chairman, and CEO of the HR Chally Group, will open the event on July 21
with a live keynote address focused on improving sales results as companies recover from the recession.
Attendees of the conference will learn:

       how to implement development strategies after analyzing sales organizations with a systems
       how to apply necessary performance improvement tactics to sales teams
       the eight sales benchmark areas that differentiate the world’s most effective sales organizations
       the critical skills needs for tomorrow’s sales forces
       the keys to developing a sales strategy for competitive advantage.

Top-notch sales professionals including Brian Lambert of Forrester, Paula Cushing of IBM, and John
Golden of Huthwaite will share their winning strategies.

Prior to the conference, ASTD will release a new white paper, “Implementing the ASTD World-Class Sales
Competency Model: From Recommendation to Reality.” Introduced in 2009, this sales competency
model shifted the notion of training from a “sometime activity” by sales managers to an intentional,
qualified effort directly tied to business strategy and measured according to business outcomes. The
new paper provides an overview of the sales competency model, the five levels of effectiveness, and
sales system maturity. Five case studies included in the report demonstrate each level of effectiveness
and a sixth examines total system maturity within an organization. The paper will be available at

More information about the virtual conference “Developing High Performing Sales Teams,” including
registration, is available here. The convenient virtual conference format allows attendees to access
presentations anytime between July 21 and July 28.

Sales training virtual/p. 2

About ASTD

ASTD (American Society for Training & Development) is the world’s largest professional association
dedicated to the training and development field. In more than 100 countries, ASTD’s members work in
organizations of all sizes, in the private and public sectors, as independent consultants, and as suppliers.
Members connect locally in 130 U.S. chapters and with 30 international partners. ASTD started in 1943
and in recent years has widened the profession’s focus to align learning and performance to
organizational results, and is a sought-after voice on critical public policy issues. For more information,


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