Best Practice Report

Sales Knowledge Transfer Programs: Targeting Middle Sales Performers

August 20th, 2018


Sales knowledge transfer programs are often built using general sales personas and fail to consider the level of sales performance being targeted. Middle-performing reps just under quota attainment represent the best opportunity to make the overall number and are the ideal basis for building sales personas. Isolating the precise target band of middle performers requires strong interlock between portfolio marketing, sales enablement, operations and leadership.

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