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For B2B Marketing Professionals

Do Your Salespeople Meet Your Buyers' Needs?

Introducing The Forrester Salesperson Development Tool

September 15, 2015

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  • By Mary Shea, PhD
  • with Peter O'Neill,
  • Michael Shrum,
  • Matthew Camuso,
  • Nicole Lesperance

Why Read This Report

The characteristics of a successful salesperson are no longer easily identified or developed. As buyers' expectations increase, sales leaders require a new approach to salesperson development. The Forrester Salesperson Development Tool provides a transparent and simple way to understand the competencies of salespeople within your organization. Sales enablement professionals who implement this tool will be able to make objective, defensible decisions on salesperson alignment to specific buyers, as well as target development efforts on the skills salespeople need to succeed in their specific roles. This is an update of a previously published report; Forrester reviews and updates it periodically for continued relevance and accuracy. This report was amended to reflect new Forrester terminology as defined in The B2B Go-To-Customer Strategy Matrix.

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Table of Contents

  • What Makes Salespeople Succeed Or Fail Is Changing
  • A Tool To Help You Adapt Your Salespeople To Buyer Needs

  • Use The Forrester Salesperson Development Tool To Inform Decisions
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