Decision Tool

The Forrester Sales Competency Definition Tool

January 1st, 2018


The Forrester Sales Competency Definition Tool provides a template that guides sales enablement in defining the knowledge, skills, and process expertise required for each sales role. The tool allows users to name a sales role they want to define, a key sales motion and several nonselling activities executed by that sales role, and the competencies necessary to execute these motions and activities. In the final part of the sales competency definition process, users indicate on a lifecycle-aligned competency map which phase of the sales talent lifecycle each competency fits into and what level of progression is required, which can be used to inform the organizational design of the sales enablement function.

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