Adopting The Sales Communication Management Range Of Execution Model

In their quest to compete and respond to challenges in the marketplace, companies introduce new solutions, processes, and tools. In the field, where seller meets buyer, information is paramount; therefore, employees know they must communicate all new information to the sales team. Forrester’s relative productivity studies have identified that, however well-intentioned, constant communications to, and from the field can create a significant strain on sellers’ productivity. In this report, we provide a model for creating a sales communications strategy, and governance for communications to, and from the field.