Best Practice Report

Defining And Applying Sales Rep Learning Personas

January 1st, 2018


During B2B sales training sessions, subject-matter experts and trainers often experience a disconnect when their training content doesn’t seem to resonate with sales reps despite conforming to instructional best practices. When designing sales training — for onboarding new hires, training specific to a product launch, or a continual learning program — apply learning personas to align the content with how reps prefer to learn. This report outlines the elements of sales rep learning personas and explains how to align them to learning opportunities.

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