Introducing The Forrester Sales Execution Process Map

January 1st, 2018

Steve Silver Vice President, Principal Analyst

Summary

Although process mapping and improvement have successfully enhanced performance in everything from manufacturing to marketing, sales organizations have long resisted the application of standardized processes by claiming that sales is more art than science. Forrester believes that sales performance can benefit from the type of process mapping, measurement, and standardization that leaves room for flexibility and creativity based on the needs of the buyer and the skills of the seller. In this report, we introduce the Forrester Sales Execution Process Map and the process template that defines each subprocess within the map.

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