Best Practice Report

Mapping Knowledge Components to Sales Personas

January 1st, 2018


Effective sales enablement programs require a deep understanding of sales reps’ assignments, motivations and challenges. Portfolio marketers often make assumptions about what reps are focused on, what knowledge they need and their likelihood to sell certain offerings. Mapping knowledge components to sales personas provides a best practice approach to ensure the organization addresses the right knowledge gaps.

Want to read the full report?

Contact us to become a client

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.