New Sales Development Tool Launched that Integrates Measurement, Diagnostics and Training

Dayton, OH — May 23, 2011 — The American Society for Training and Development (ASTD), Chally Group Worldwide, and Richardson have combined their expertise to broaden ASTD’s sales force improvement portfolio. ASTD’s Sales Training Drivers, a community of practice focusing on Sales Performance Improvement, today announced its newest offering – The Sales Development Analysis (SDA) tool, a combination of integrated measurement, diagnostics, and targeted sales training.

The SDA leverages three resources: ASTD’s World-Class Sales Competency Model; Chally’s Talent Audit with Performance Trak, which integrates leading Assessment of Potential (core Chally) + 360 Observed Performance (multi-rater); and Targeted Training and Development delivered by Richardson, a leader in sales training and consulting.

This collaboration results in a competency model integrated with a sales talent analytics measurement tool, and focused and measurable learning and development.

“ASTD members have frequently asked us for a way to measure their current and potential new hire sales talent against these competencies,” states Mike Galvin, manager of ASTD’s Sales Training Drivers. “Chally’s research in sales complements evidence-based initiatives and Richardson ties everything together with the sales training,” he adds.

ASTD’s World-Class Sales Competency Model is a research-backed benchmark that has gained respect and acceptance in the marketplace. It identifies the knowledge, skills, and actions required to drive increases in revenue and profitability.

Mapped to the ASTD World-Class Sales Competency Model, the new Sales Development Analysis tool delivers significant value/impact on common points that keep sales leaders up at night:
•Sales transformation efforts
•Where/Who to focus training efforts
•Who has the potential to sell consultatively
•Who can hunt or who can farm
•Who are future sales managers
•Selecting the right sales people

Chally’s own World Class Sales Research methodology and online Predictive Assessment tool enables sales leaders to measure and then predict their sales team’s potential.

Chally brings a 37-year history of success in Sales Assessment and Research and has created a benchmark database of more than 400,000 sales people. Chally research indicates that a sales professional’s competence accounts for nearly 40% of a customer’s buying decision — it supersedes the company’s ability to offer a total solution, the quality of the product/service, and price.

With so much weight in the buying decision dependent on a sales professional’s competence, the right salespeople need to be in the right roles and measured and trained on the right competencies.

“Sales training and the development of sales professionals who act as trusted advisors for their clients are vital to any organization,” notes Galvin. “Sales people are the key competitive advantage and sales organizations are making significant investments of time, resources, and energy to ensure that they have sales professionals and sales managers who can compete in today’s complex marketplace.”

Using Sales Development Analysis linked to training and reinforcement tools by Richardson, can help organizations increase sales force productivity by matching sales professionals to roles that best fit their inherent potential and then providing focused training.

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 125 U.S. chapters and with 20 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, visit

About Chally
Chally Group Worldwide is a Salesforce Potential/Performance Measurement firm that utilizes industry leading Research and Advisory services to provide clients with actionable informa¬tion regarding Sales Talent at all levels. Our predictive analytics enable clients to drive key business strategies/results and minimize risks associated with selecting, aligning and develop¬ing a World-Class Sales Organization. For more information about Chally, visit our website at or

About Richardson
Richardson ( is a global sales performance improvement and sales training company that helps leading organizations improve performance, drive results, and execute their vision. For 32 years, Richardson has been committed to supporting clients in successfully implementing their strategies and achieving their sales objectives through a comprehensive system for sales performance improvement. Richardson’s Sales Performance SystemTM addresses the fundamentals of a strong sales culture by making sure they have a best practice sales process, the right people in the right roles, training and development of the sales team, and coaching and tools to sustain it all. What is unique about Richardson is how we create truly customized solutions that are relevant to your team, ensure sustained behavior change, and provide measurable results.

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