Decision Tool

The Forrester Salesperson Development Tool — Manager Assessment

Understanding The Characteristics Of Your Sales Messengers

September 15th, 2015
Mary Shea, PhD, null
Mary Shea, PhD
With contributors:
Peter O'Neill , Jacob Milender , Matthew Camuso

Summary

The manager's assessment in the Forrester Salesperson Development Tool for B2B marketers helps sales managers objectively identify how they believe each salesperson on their team sells to buyers. By using a series of questions to assess each salesperson, managers will identify the primary selling approach — one of four archetypes — of each seller. This process provides clarity to managers on their perceptions of each salesperson's approach to selling. This toolkit was updated in September 2015 to reflect new Forrester terminology as defined in the B2B Go-To-Customer Strategy Matrix.

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