Model Overview Report

The Activity-Based Learning Framework: A Forrester Introduction

June 7th, 2019
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock

Summary

Successful B2B sales reps use recognition and intuition to adjust their messaging and tactics, effortlessly driving successful conversations and next steps. However, training reps to reach that level of intuition expertise can be challenging. Activity-based learning, which is delivered to reps at the exact point of need during their sales opportunities and buyer interactions, can be more effective than e-learning or classroom training. In this report, we introduce the Activity-Based Learning Framework, an operational method that revenue enablement leaders can use to deliver learning to reps and improve their intuition.

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