Introducing The Continuous Learning Framework

In B2B sales, learning that sticks has a direct impact on critical activities that drive quota attainment, such as the successful launch of a new offering or the effective articulation of an organization’s differentiation in a rapidly changing market. To ensure sales team members have the knowledge, skills, and process expertise needed to meet the demands of their roles, sales enablement must deliver programs that promote long-term retention and consistent application. In this report, we introduce the Forrester Continuous Learning Framework, which facilitates the alignment of ongoing learning to current and future role-based competencies and ties measured outcomes to performance goals.