HomeResearch Articles Sales Knowledge Transfer Programs: Targeting Middle Sales Performers

Sales Knowledge Transfer Programs: Targeting Middle Sales Performers

  • Sales knowledge transfer programs are often built using general sales personas and fail to consider the level of sales performance being targeted
  • Middle-performing reps just under quota attainment represent the best opportunity to make the overall number and are the ideal basis for building sales personas
  • Isolating the precise target band of middle performers requires strong interlock between portfolio marketing, sales enablement, operations and leadership
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