A Guide To Hiring More Effective Salespeople

Elevated buyer expectations and more complex B2B buying environments mean that you must precisely identify the key sales candidate attributes your buyers need. This calls for a new approach to hiring salespeople. The Forrester Salesperson Hiring Tool provides a clear and concise way to understand the competencies your buyers need for a specific sales position. B2B marketers responsible for sales enablement programs who use this tool will be better equipped to make objective and informed decisions on whether sales candidates have the right characteristics to successfully engage their target buyers. 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.