Data Snapshot

Winning B2B Organizations Emphasize Sales Competency Management

May 16th, 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

Every stage of the sales talent lifecycle requires revenue enablement to define, design, develop, and deploy competency mapping for each customer-facing role. Organizations should review and update competency maps annually, and whenever the growth engine changes significantly. High-performing sales teams excel when leadership clearly defines what “good” is. When hiring, certify that new reps are ready for customer interactions during onboarding; then use “everboarding” to ensure that they acquire new competencies and retain existing ones. This is a snapshot of Forrester’s data on how high-performing revenue enablement organizations emphasize well-defined, role-specific competencies.

Want to read the full report?

Contact us to become a client

This report is available for individual purchase ($395).

Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.