Best Practice Report

Sales Coaching Rubrics: A Forrester Introduction

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

June 29th, 2022
Jennifer Bullock, null
Jennifer Bullock
With contributors:
Adam Birnberg , Kate Pierpont


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.

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