Model Overview Report

Adopting The Sales Communication Management Range Of Execution Model

April 2nd, 2018
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock
Nancy Maluso, null
Nancy Maluso

Summary

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.

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