Designing Effective Sales Knowledge Transfer Programs

February 26th, 2019

Summary

Sales reps are a primary point of contact with B2B buyers, but buyers report that sales reps often lack the knowledge required to maximize these interactions. B2B organizations tend to transfer knowledge to sales reps in ad hoc ways that don’t work for sellers or cannot be scaled and repeated. Portfolio marketing and sales enablement leaders must collaborate closely to develop sales knowledge transfer programs informed by reps’ needs.

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