Dr. Richard Plank, director, Division of Business, and associate professor of marketing at the University of South Florida Polytechnic, recently traveled to El Salvador to promote the American Society for Training & Development (ASTD) Sales Competency Model.

On May 7 he discussed "Using the ASTD Sales Competency Model to Get Quick Improvement in your Business" at the monthly breakfast meeting of the American Chamber of Commerce, an independent, non-profit institution representing, promoting, and developing U.S. business interests in El Salvador for the benefit of both countries.         

Plank also presented "The ASTD Sales Competency Model as a Training/Education Tool to Improve Selling Processes" May 8 at the Institute of Higher Education in Economy and Business Administration. A private business school, the Institute offers a variety of educational and training activities, elevates the competitiveness of organizations, and promoting sustainable development and human development in El Salvador.

Both meetings were in El Salvador's capital, San Salvador.

"I went to present the Sales Competency Model and line up some research opportunities to implement it," says Plank. "I also had several discussions regarding USF Poly's incubator project."

According to Plank, salespeople often find sales training ineffective, or when the training is useful a lack of organizational support can mean that good training goes to waste.

"Most efforts to improve sales training have been focused on a reactive approach to competitive markets," he says. "The Sales Competency Model is a better approach because it considers the entire business system required for sustained sales excellence. The learning function belongs right at the center of helping sales team members develop the skills they need for sales success and helping their organizations grow and succeed."

According to Plank, the model is backed by research and input from sales professionals, practitioners and academics from around the world. It defines the knowledge, skills and abilities required for world-class sales competence.

"Several executives I spoke to have already contacted ASTD about the model," he says. "It was a very productive trip."

Plank returned June 23 to make a speech before a group of executives at the University of Central America, where he presented "Using Competency Models to Nurture Human Capital for Competitive Advantage."  He is also working on proposals to make presentations at two different Latin American entrepreneurship conferences, which he hopes will involve not only USFP but also representatives of the Central Florida Development Council and the Florida High Tech Corridor.

Founded in 1943, ASTD is the world's largest association dedicated to workplace learning and performance professionals. ASTD's members come from more than 100 countries and connect locally in more than 130 U.S. chapters and with more than 30 international partners. ASTD has widened the profession's focus to link learning and performance to individual and organizational results, and is a sought‐after voice on critical public policy issues.