The Sales Persona Interview Guide

January 1st, 2018

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

Sales organizations are rarely uniform and tend to comprise a mix of sales reps who perform distinct roles. For example, the needs of a telesales rep who is attempting to stand out in a 60-second speculative phone call are different from those of a national account manager pitching a proposal to the board of directors, or a sales representative preparing for their next appointment (see Matching Enablement Approaches To Sales Personas). In this report, we present the Sales Persona Interview Guide, a framework for collecting the information required to build a sales persona knowledge foundation.

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