Best Practice Report

Sales Coaching Rubrics: A Forrester Introduction

Making The Most Of Real-Time Opportunities To Improve B2B Sales Readiness

June 29th, 2022
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock
With contributors:
Adam Birnberg , Kate Pierpont

Summary

Sales coaching rubrics present a significant opportunity for sales enablement to inspire the positive, consistent upleveling of a B2B sales team’s quota-bearing reps. These vital assets support real-time observation of sellers as they interact with buyers and allow organizations to set agreed-upon standards for seller behavior, knowledge, skills, and competencies. Well-designed rubrics that reflect each sales role and seller/buyer interaction support a culture of coaching that is an invaluable asset to driving revenue growth engines.

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.