Data Snapshot

B2B Sellers And Managers Have Different Views Of Learning Effectiveness

May 9th, 2023
Jennifer Bullock, null
Jennifer Bullock
With contributors:
Mike Pregler , Justin Ferguson , Michael Belden

How do B2B sales professionals most effectively learn? The tide has shifted toward interpersonal and communal experiences. Data from Forrester’s 2022 Winter Sales Survey identifies nine learning modalities that are considered more effective by individual contributors compared to how their managers think about learning. The common thread among most of these modalities is that they involve learning with and from other sales practitioners. Revenue enablement leaders need to understand that learning effectiveness is achieved differently than it was even just a few years ago and pay more attention to the learning and coaching preferences of their internal customers. This snapshot of Forrester’s data compares the most effective learning modalities for B2B reps and managers.

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