Data Overview Report

The CSO’s Guide To Seller Readiness

Forrester’s 2023 B2B Sales Research Highlights Best Practices In Sales Onboarding And Everboarding

December 11th, 2023
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock
With contributors:
Mike Pregler , Justin Ferguson , Arianne Burnette

Chief sales officers (CSOs) must ensure their revenue enablement function continuously delivers maximum seller and manager readiness. However, for the enablement team, developing high levels of sales competence creates tension between providing effective learning and taking seller time away from customer-facing activities. This report focuses on the onboarding and everboarding phase of the sales talent lifecycle, informed by Forrester B2B sales research, and provides a shortlist of clear directives from CSOs to their revenue enablement leaders.

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