Data Snapshot

Winning B2B Organizations Emphasize Sales Competency Management

May 16th, 2023
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.

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