Introducing The Sales Competency Definition Process Model

March 2nd, 2018

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

Role competencies form the foundation of sales talent management programs, yet organizations often struggle to create competency maps aligned to the needs of their reps. Plus, high-performing sales reps constantly identify talent management programs as an important reason to joinr or remain with an organization. The Forrester Sales Competency Definition Process Model helps sales enablement define the required knowledge, skills, and process expertise for each sales role. In this report, we introduce the Sales Competency Definition Process Model, which B2B organizations can leverage to define role-specific competency maps.

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