Gartner Research

Key Lessons for Driving Long-Term Challenger Behavior Change

Published: 10 January 2019

ID: G00705683

Analyst(s): Sales Research Team


For long-term Challenger behavior adoption, organizations must generate rep interest, engineer skill application opportunities and ensure consistent application of the new behaviors. This research provides sales leaders with key lessons for embedding Challenger behaviors in their sales force.

Table Of Contents

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Table 1: Key Implementation Lessons for Driving Long-Term Behavior Change in Reps

Build and Sustain a Buzz-Worthy Campaign

Engineer Safe, Live Opportunities to Practice Newly Learned Challenger Skills

Certify Reps on Challenger After Consistent Application of Skills

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