Conducting A Sales Process Assessment

January 1st, 2018

Anne Slough

With contributor:

Steve Silver

Summary

To promote high performance, B2B sales organizations must manage opportunities with an optimized sales process that includes criteria for completing each stage and advancing to the next. Therefore, sales operations leaders should regularly assess their organization’s sales process to ensure its comprehensiveness and consistency, as well as its alignment to the buyer’s journey. In this report, we present the Forrester Sales Process Assessment Scorecard and discuss how to use this tool to improve an organization’s sales process and examine the way in which it is governed, measured, and aligned with growth strategies.

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