Building Sales Knowledge Transfer Programs

January 10th, 2020

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

When creating sales knowledge transfer programs, B2B portfolio marketers must use a structured approach to maximize the positive impact on sales reps. During the programs phase of the Sales Knowledge Transfer Framework, portfolio marketers create a program for each element of sales knowledge that must be transferred to reps (see The Sales Knowledge Transfer Framework and Designing Effective Sales Knowledge Transfer Programs). This report describes how to build effective sales knowledge transfer programs using a template that defines the elements required to create, activate, and deliver each program.

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