Competency Map: First-Line Sales Manager

May 21st, 2024

With contributors:

Eric Zines , Mike Pregler , Justin Ferguson , Kate Pierpont

Summary

Mapping competencies for a B2B first-line sales manager (FLSM) requires addressing the manager’s responsibilities as a leader, manager, coach, and recruiter. By segmenting required competencies into core disciplines and defining a set of competencies, organizations can arm themselves with the information they need to develop ongoing learning that both supports smooth rep-to-manager transitions and defines “what good looks like” for newly hired FLSMs. In this report, we define basic, intermediate, and advanced competencies for first-line sales managers with a guide that serves as a template and starting point for developing organization-specific competency maps.

Want to read the full report?

This report is available for individual purchase ($1495).

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.