Introducing The Sales Competency Management Framework

Revenue enablement leaders typically use top sales performers as models for ideal behaviors and quota attainment outcomes. They should use the Forrester Sales Competency Management Framework to identify the skills, knowledge, and process capabilities their enabled customer-facing team needs during each phase (attract, onboard, optimize) of the sales talent lifecycle. This informs better hiring, ramping, and sustaining of sales performers. This report outlines competency management elements — an objective (why), inputs (how), competencies (what), a role-specific competency map deliverable, and validation (proof and measurement of success) — for each phase.