HomeResearch Articles Designing Effective Sales Knowledge Transfer Programs

Designing Effective Sales Knowledge Transfer Programs

  • Sales reps are a primary point of contact with b-to-b buyers, but buyers report that sales reps often lack the knowledge required to maximize these interactions
  • B-to-b organizations tend to transfer knowledge to sales reps in ad hoc ways that don’t work for sellers or cannot be scaled and repeated
  • Portfolio marketing and sales enablement leaders must collaborate closely to develop sales knowledge transfer programs informed by reps’ needs
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