Attracting Sales Talent: Prerequisites For Recruitment Waterfall Success

Most sales enablement teams have minimal involvement in the sales recruiting process, and their participation is often reactionary and misaligned to required sales competencies. For B2B sales organizations, effective hiring is a team activity that requires careful coordination. The Forrester Sales Talent Recruitment Waterfall provides a framework to effectively target, nurture, qualify, and hire, but success depends on quality execution. Setting an initial foundation through cross-functional leadership support, gap analysis, and role definition is critical to long-term success. In this report, we describe the foundational elements and interlocks required to implement the Sales Talent Recruitment Waterfall.