The Continuous Learning Framework

February 2nd, 2018

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

Navigating the increasingly complex buyer’s journey and sales cycle requires deep knowledge and broad skills for sales reps, specialists, and managers. Unfortunately, learning resources often are focused on reactionary learning with little ability to organize, measure, and adapt to changing needs. The Continuous Learning Framework organizes ongoing learning, aligns it to competencies, and assesses its retention and impact (see “Introducing The Continuous Learning Framework”). In this report, we take a deep dive into the Continuous Learning Framework, focusing on the need for continuous learning, prerequisites, framework overview, learning strategy, and meaningful measurement.

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