Data Snapshot

Best-In-Class Enablement Teams Personalize Seller Learning

Leveraging Forrester Insights On Customized Training For New Sales Motions

November 21st, 2023
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock
With contributors:
Mike Pregler , Justin Ferguson , Kate Pierpont

In the ever-evolving landscape of new products, buyer preferences, and market dynamics, sellers need to acquire new or more complex competencies. To meet these demands, enablers at high-performing organizations prioritize a personalized approach to learning, and tailor training delivery to the target learner and cadence rather than conducting generic training sessions for the entire selling team. Enablement leaders must leverage each seller’s unique skills, strengths, and areas for improvement, viewing them through the lens of new launches or required competencies. This is a snapshot of Forrester’s data on how enablement leaders manage training for sellers on new sales motions.

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