Model Overview Report

Introducing The Sales Competency Management Framework

June 28th, 2021
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock

Summary

Sales enablement leaders who use top sales performers as models for ideal behaviors and quota attainment outcomes can use the Forrester Sales Competency Management Framework to identify the skills, knowledge, and process capabilities their enabled employees need during each phase (attract, onboard, optimize) of the sales talent lifecycle, which encompasses the activities of hiring, ramping, and sustaining sales performers. This report outlines competency management elements — an objective (why), inputs (how), competencies (what), a role-specific competency map deliverable, and validation (proof and measurement of success) — for each phase. 

Want to read the full report?

Contact us to become a client

This report is not available for purchase at this time.

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.