Summary
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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