Best Practice Report

Defining The Role Of The Sales Specialist

January 1st, 2018

Summary

When B2B organizations attempt to grow by introducing new products, solutions and services, the existing sales organization might not have the required expertise, knowledge, skills, or relationships to successfully sell the new offerings. Sales leaders often fill this gap with a resource that can provide support in multiple ways — the sales specialist. To be successful, specialists must work effectively with reps and leverage a wide range of tactics, technologies, and communications techniques. In this report, we define the role of the sales specialist, identify when this versatile resource should be used, and explore relevant compensation and performance measures.

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