Best Practice Report

Introducing The Forrester Sales Execution Process Map

January 1st, 2018

Summary

Although process mapping and improvement have successfully enhanced performance in everything from manufacturing to marketing, sales organizations have long resisted the application of standardized processes by claiming that sales is more art than science. Forrester believes that sales performance can benefit from the type of process mapping, measurement, and standardization that leaves room for flexibility and creativity based on the needs of the buyer and the skills of the seller. In this report, we introduce the Forrester Sales Execution Process Map and the process template that defines each subprocess within the map.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.