Pure Storage: Translating Competencies Into Impactful Sales Learning Programs

Competencies describe the knowledge, skills, and process expertise required to be successful in a particular sales role. Knowing how to define and measure competencies improves sales effectiveness by enabling the measurement and promotion of salespeople, identifies those who are struggling in their roles, and ensures the development of personalized learning paths. However, many organizations struggle to demonstrate a connection between enablement learning programs and sales performance metrics. In this case study, we describe how Pure Storage established a solid role-based competency foundation from which to build impactful, data-driven learning programs for its sales associates.