Best Practice Report

Sales Learning Solutions: Identifying Needs And Capabilities

January 1st, 2018
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director

Summary

For B2B sales professionals, finding time for learning is a struggle despite an acknowledged need for long-term development. In a quest to balance learning needs and maximize selling time, sales enablement often depends on technology to impart knowledge and develop skills. To select the right learning platform, sales enablement must identify the core capabilities needed to effectively create, deliver, and manage learning content and tools.

A key mission of B2B sales enablement is to propagate the knowledge, skills, and art of selling to successive generations of sales reps. Sales enablement practitioners must find a way to effectively train reps who are laser-focused on closing deals, and generate measurable ROI for organizations that are leery of allowing their frontline contributors to participate in non-selling activities. In this report, we describe requirements for a successful sales learning environment.

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