Decision Tool

Using Forrester's SIMPLE Framework To Uncover The Hidden Costs Of Sales Support

August 19th, 2011
Scott Santucci, null
Scott Santucci
With contributors:
Bradford Holmes , Daniel Feldman

Summary

Over the past ten years, S.G&A costs have grown at a higher rate than revenues that have contributed to margin erosion. While 2010 saw a reversal in both trends, Forrester�s research with technology industry CEO�s reveals a new problem to tackle � transforming the sales platform to be more adaptive to the changing business strategy. In order begin addressing the challenge, sales enablement professionals must first understand the forces at work driving their CEO�s business strategy, how the fragmented way sales support resources are allocated work against corporate objectives, and then develop a high-level view of the selling system in order to assemble all of the piece parts into an efficient value communications system.

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