Introducing The Sales Competency Management Framework

Sales enablement leaders who use top sales performers as models for ideal behaviors and quota attainment outcomes can use the Forrester Sales Competency Management Framework to identify the skills, knowledge, and process capabilities their enabled employees need during each phase (attract, onboard, optimize) of the sales talent lifecycle, which encompasses the activities of hiring, ramping, and sustaining 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.