Model Overview Report

Introducing The Sales Functional Competency Framework

January 1st, 2018


B2B sales is a complex and dynamic profession, and all employees in a sales organization must constantly update their knowledge, skills, and process competencies. Many organizations focus on systematically developing the capabilities of frontline selling roles (e.g., sales reps, sales engineers, sales managers), but they also should apply a formalized development approach to internal sales functions (e.g., sales leaders, sales operations, sales enablement, channel sales). In this report, we outline the components of the Forrester Sales Functional Competency Framework and explain how organizations can use it to define and develop the competencies of any non-frontline-selling role.

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