Best Practice Report

Sales Crisis Response: Ongoing Learning And Development

April 14th, 2020
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock

Summary

As soon as an economic crisis begins, take steps to determine the potential impact of a prolonged sales decline. As the sales team prepares to rebound from the crisis, the enablement team should implement adjustments to the sales ongoing learning and development plan and identify any new competencies that will be required for successful sellers in the company’s future state. This report summarizes guidance for sales enablement leaders on how to determine what changes to sales ongoing learning and development are needed to account for lost sales, depressed demand, and other ramifications of the COVID-19 pandemic situation.

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